Director, Sales – Host Compliance

Granicus

. Lead a team of Account Executives acquiring and expanding Host Compliance customers across the United States and Canada .

Posted 9/21/2026full-timeRemote • United StatesLead💰 $120,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing high-performing sales teams, with a strong focus on consultative sales methodologies and pipeline management. Proven ability to achieve revenue targets while fostering executive-level relationships and ensuring compliance with industry standards.

Highest-signal resume keywords

Sales LeadershipSaaS Sales ManagementConsultative Sales MethodologiesSalesforce ProficiencyPublic Sector Sales Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline ManagementForecast AccuracyRevenue Target AchievementSales Performance AnalyticsComplex Sales Cycle ManagementRegulatory Technology KnowledgeNegotiation SkillsMarket Strategy DevelopmentKPI EstablishmentData Analysis

Soft Skills

Coaching SkillsExecutive PresenceCommunication SkillsStrategic PlanningFlexibility

Tools & Technologies

SalesforceData Analytics ToolsSales Methodologies

Industry Keywords

Public SectorShort-Term RentalCompliancePermittingLicensingCommunity DevelopmentGovernment TechnologySales Talent DevelopmentMarket TrendsCustomer Acquisition

About the role

Key responsibilities & impact

Lead a team of Account Executives acquiring and expanding Host Compliance customers across the United States and Canada
Achieve annual, quarterly, and monthly revenue objectives through sales planning, forecasting, and pipeline management
Develop territory and segment strategies for customer acquisition and expansion
Ensure accurate forecasting and opportunity management through Salesforce
Monitor leading and lagging indicators and implement corrective actions
Recruit, hire, onboard, develop, and retain sales talent
Coach Account Executives across prospecting, discovery, demonstration, proposal development, negotiation, and closing
Establish performance standards, KPI expectations, and accountability measures
Conduct pipeline reviews, deal strategy sessions, and performance coaching meetings
Develop and execute market strategies targeting municipalities, counties, regional governments, and tourism organizations
Identify market trends, regulatory changes, competitive threats, and growth opportunities in the short-term rental ecosystem
Partner with Marketing on demand generation and industry awareness
Build executive-level relationships with government leaders, administrators, finance leaders, planning departments, and elected officials
Maintain relationships with customers, partners, and industry stakeholders
Represent Granicus at conferences, trade associations, user groups, and industry events
Provide customer and market feedback to Product Management
Support strategic opportunities and executive-level sales engagements
Drive disciplined use of Salesforce and sales methodologies
Use data and analytics to improve productivity and sales effectiveness
Collaborate cross-functionally to improve customer experience and support implementations
Ensure compliance with company policies, procedures, and information security standards

Requirements

What you’ll need

Confident, competitive, thorough, flexible, and highly motivated leader
Proven ability to lead and develop a team of 5-8 Account Executives
Strong coaching and deal strategy skills with demonstrated success managing complex SaaS sales cycles
Expertise in consultative sales methodologies and value-based selling
Deep understanding of pipeline creation, opportunity management, and forecast accuracy
Strong executive presence engaging C-level and government leadership stakeholders
Exceptional written, verbal, presentation, and negotiation skills
Ability to manage multiple priorities in a fast-paced environment while maintaining focus on results
Strong analytical and strategic planning capabilities
Passion for public sector success and customer outcomes
Minimum five (5) years of sales leadership experience managing quota-carrying SaaS sales teams
Minimum eight (8) years of enterprise or public sector software sales experience
Proven track record of consistently achieving and exceeding revenue targets
Experience selling technology solutions to local government organizations
Experience managing sales cycles involving multiple stakeholders and complex procurement processes
Strong understanding of compliance, regulatory technology, permitting, licensing, taxation, or government technology markets preferred
Demonstrated success building and scaling sales teams in high-growth environments
Experience with Salesforce and sales performance analytics
Experience selling short-term rental, compliance, permitting, licensing, or community development solutions highly desirable
Responsible for preserving the confidentiality, integrity, and availability of company information assets
Responsible for ensuring data privacy and completing required privacy training

Benefits

Comp & perks

Flexible Time Off
Company-Wide Wellbeing Days
Work From Home Reimbursement
Multiple Health Plan Options, including a 100% employer-paid plan
Employer HSA Contributions when enrolled in a High-Deductible Health Plan
Fitness Reimbursement Program
On-Demand Mental Health Support, including Headspace and other wellness tools
Paid Parental Leave for birthing and non-birthing parents
Traditional & Roth 401(k) with a generous company match
Life & AD&D Insurance with 100% employer-paid coverage
Online Learning Platforms
Competitive Salary & Bonuses
Employee Resource Groups
Coffee with Mark sessions
Microsoft Teams wellness and community groups
Special guest sessions on issues impacting employees