Director – Presales Operations

Granicus

Director of Presales Operations managing presales teams and strategy at Granicus. Focused on execution quality to support revenue growth and enhance win rates.

Posted 6/30/2026full-timeRemote • 🇺🇸 United StatesLead💰 $120,000 - $166,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in Presales, Solution Consulting, and Solution Architecture, with a strong focus on leadership, process improvement, and performance metrics. Capable of driving pipeline progression and enhancing solution design quality through effective coaching and resource management.

Highest-signal resume keywords

Presales LeadershipSaaS Sales CyclesSolution Design QualityTeam ManagementProcess Improvement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Solution ConsultingSolution ArchitectureProposal ManagementDeal ExecutionPerformance MetricsWorkflow DesignCapacity ManagementTechnical CoverageCoachingTraining Programs

Soft Skills

Strong CommunicationCross-Functional LeadershipCoaching SkillsClient InteractionCollaboration

Tools & Technologies

AI-Driven WorkflowsDemo PlatformsProposal Platforms

Industry Keywords

Public SectorGovernment CustomersSolution-Based SellingHigh-Growth Environment

About the role

Key responsibilities & impact

Partner with Sales leadership to drive pipeline progression, prioritize deals, and ensure effective technical coverage.
Engage directly on high-value or high-risk opportunities to improve win probability.
Sit in on discovery calls, solution design sessions, demos, and proposal reviews to observe execution quality and identify patterns.
Define and reinforce what "great" looks like across presales through coaching, modeling, and feedback.
Lead and develop managers and/or senior individual contributors across Solution Consulting, Solution Architecture, and Proposal Management.
Manage capacity, coverage, and resource alignment to meet pipeline demands.
Design and improve presales workflows including discovery, qualification, solution design, and handoffs.
Establish and enforce standards for solution design quality, documentation, and proposal alignment.
Own enablement content and delivery, including training programs, onboarding, and playbooks tied to real execution gaps.
Identify gaps in skills, capacity, and role coverage and inform hiring profiles and workforce planning.
Support development planning and performance improvement across the team.
Pilot and scale tools that improve presales execution, including AI-driven workflows and demo/proposal platforms.
Drive adoption of systems and tools that improve efficiency, quality, and consistency.
Build business cases, define operating models, and stand up new functions as needed.
Define and track key performance metrics such as win rate, cycle time, and solution quality.

Requirements

What you’ll need

8–12+ years of experience in Presales, Solution Consulting, Solution Architecture, or related roles.
3–5+ years of leadership experience managing teams or managers.
Proven ability to lead complex deal execution and improve outcomes.
Strong understanding of SaaS sales cycles and solution-based selling.
Experience building processes, teams, or new presales capabilities.
Strong communication, coaching, and cross-functional leadership skills.
Experience working with public sector or government customers preferred.
Ability to operate effectively in a fast-paced, high-growth environment.
Comfortable and professional when interacting with clients, onsite staffing, and representing Granicus to the general public.
Experience working with international and virtual teams.
An ability to work well in a fast-paced environment where functioning autonomously and collaborating as part of a team are equally important.

Benefits

Comp & perks

Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to Headspace and other wellness tools.
Paid Parental Leave – For both birthing and non-birthing parents.
Traditional & Roth 401(k) – With a generous company match.
Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.