SLED Account Executive - Utilities

Serving the People Who Serve the People

 

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.

 

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

• Identify and penetrate high-potential districts across your territory using prospecting, association engagement, and referrals from Granicus' 5,500-agency customer base
• Maintain consistent daily rhythms: prospecting calls, pipeline reviews, deal progression activities—the daily discipline that separates top performers from the rest
• Lead complete sales cycles (6-18 months) from cold outreach to close, managing 5+ stakeholders with competing priorities on most deals
• Conduct value-based discovery that quantifies business impact, uncovers operational challenges beyond the initial request, and builds a compelling business case for change
• Orchestrate compelling product demonstrations with solution consultants—you own the meeting structure, stakeholder engagement, and ensuring the demo addresses each buyer's priorities
• Navigate procurement requirements, board approvals, and committee decision processes unique to special districts
• Build a referral engine within the special districts community through conference participation and trusted advisor relationships
• Execute with discipline: meet activity metrics, forecast accurately, leverage 1:1 weekly coaching and solution consultant support on all qualified opportunities

• 3-5+ years of SaaS or complex B2B sales with consistent quota attainment ($300K-$1M+ annually)
• Experience managing deals $50K-$250K with 6-18 month sales cycles involving multiple stakeholders
   
• Strong discovery and consultative selling skills - you uncover needs beyond the initial request and connect solutions to broader operational outcomes
• CRM discipline—Salesforce is your system of record; your pipeline forecasts within 10% accuracy
• Comfort engaging stakeholders at all levels - from technical staff to C-suite, department heads, and elected boards

• Strategic patience—you use long sales cycles to build relationships and expand opportunities rather than fighting the timeline
• Teaching ability—you make complex solutions accessible and help buyers see possibilities they hadn't considered
• Political savvy—you read room dynamics, build consensus, and navigate competing priorities without getting entangled
• Mission alignment—you respect public service and find genuine satisfaction in community impact
• Entrepreneurial ownership—you manage your territory like it's your business

 

• "Tell me about a deal where you had to navigate 5+ stakeholders with competing priorities"
• "Walk me through your discovery process on a recent complex sale"
• "How do you manage pipeline when deals extend beyond initial timelines?"

USD $65,000.00 - USD $85,000.00 /Yr.

Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

 

Security and Privacy Requirements

• Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

 

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

 

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
  a part of our journey.
• A few culture highlights include – Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions – Our employees get to interact with our CEO on very important and
  sometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee
  population
  
  

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one.

Here’s what you can expect as a U.S.-based team member:

Flexibility & Balance

• 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.

Health & Wellness

• 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.

Family & Future

• 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.

Growth & Recognition

• Online Learning Platforms – Fuel your professional development.
  
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.

Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.