Account Executive · SaaS Sales · B2B Sales · GovTech · Public Sector Sales · Enterprise Sales · Strategic Accounts · Consultative Selling · Special Districts · CRM (Salesforce) · Remote Work
Account Executive – Special Districts
Location: United States | Remote
About Granicus:
Granicus is transforming the GovTech industry by connecting governments and constituents through innovative technology. Serving over 5,500 federal, state, and local government agencies, Granicus powers a Subscriber Network of more than 300 million citizens with solutions for communications, website management, meeting and agenda management, records management, and digital services. Recognized consistently on the GovTech 100 list, Granicus empowers governments to strengthen relationships with residents and drive meaningful community impact globally.
Role Summary:
As an Account Executive, you will drive revenue growth by helping special district governments modernize how they serve their communities. This hunter-farmer hybrid role involves both new business development and strategic account expansion across a defined territory. You will navigate complex, multi-stakeholder sales cycles (6–18 months) with deal sizes from $10K–$250K+ ARR, requiring consultative selling and the ability to build consensus among elected boards, administrators, and department heads.
Key Responsibilities:
- Identify and penetrate high-potential special districts through prospecting, association engagement, and leveraging Granicus’ 5,500-agency install base.
- Manage full sales cycles from initial outreach to close, coordinating with 5+ stakeholders per deal.
- Conduct value-based discovery to quantify business impact and build compelling business cases.
- Lead product demonstrations with solution consultants, ensuring alignment with buyer priorities.
- Navigate unique procurement requirements, board approvals, and committee decision processes.
- Build a referral engine within the special district community via conferences and trusted advisor relationships.
- Maintain disciplined daily activities: prospecting calls, pipeline reviews, and deal progression.
- Accurately forecast pipeline and leverage 1:1 coaching and solution consultant support on all qualified opportunities.
What You Bring:
- 3–5+ years of SaaS or complex B2B sales with consistent quota attainment ($300K–$1M+ annually).
- Experience managing $50K–$250K deals with 6–18 month sales cycles and multiple stakeholders.
- Strong discovery and consultative selling skills.
- CRM discipline, with Salesforce as the system of record.
- Comfort engaging stakeholders at all levels, from technical staff to C-suite executives and elected boards.
- Valued but not required: experience in government/public sector sales, platform selling, or procurement navigation.
Traits for Success:
- Strategic patience to build relationships over long sales cycles.
- Ability to teach complex solutions in an accessible way.
- Political savvy to navigate competing priorities.
- Alignment with public service and community impact.
- Entrepreneurial ownership of your territory.
Compensation:
- Base Salary: $65,000 – $85,000 USD per year
- OTE: $130,000 – $170,000+ (uncapped commission)
- Top performers earned $180K+ in 2025
- Monthly commissions on new and expansion revenue
Benefits:
- Flexible Time Off & Wellbeing Days
- Work From Home Reimbursement
- Multiple Health Plan Options (100% employer-paid coverage)
- HSA Contributions & Fitness Reimbursement Program
- Paid Parental Leave & 401(k) with company match
- Life & AD&D Insurance (100% employer-paid)
- Online Learning Platforms for professional development
- Competitive Salary & Bonuses
Culture:
- Remote-first, globally distributed workforce
- Inclusive, transparent, and supportive environment
- Employee Resource Groups and wellness-focused communities
- CEO “Coffee with Mark” sessions to discuss key issues
Equal Opportunity Employer:
Granicus provides equal employment opportunities for all applicants and employees without regard to race, color, religion, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other legally protected status.
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