Enterprise Account Executive

Granicus

. Generate a consistent pipeline of net new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach .

Posted 9/24/2026full-timeRemote • United StatesMid-LevelSenior💰 $110,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic prospecting, territory planning, and building relationships with senior government leaders to drive digital transformation and operational modernization. Proficient in managing complex sales cycles and aligning solutions with customer objectives while ensuring compliance with information security and data privacy requirements.

Highest-signal resume keywords

Strategic ProspectingMEDDPICC FrameworkComplex Sales Cycle ManagementStakeholder EngagementBusiness Value Quantification

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline GenerationAccount ResearchStakeholder MappingBusiness Case DevelopmentOpportunity QualificationSales Risk ManagementCRM ManagementTerritory PlanningForecasting AccuracyRevenue Attainment

Soft Skills

Relationship BuildingExecutive CommunicationOrganizational DisciplineProactive Management

Industry Keywords

Government OrganizationsDigital TransformationConstituent EngagementOperational ModernizationProcurement ProcessesInformation SecurityData Privacy

About the role

Key responsibilities & impact

Generate a consistent pipeline of net new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach
Build relationships with senior government leaders and uncover strategic initiatives aligned with Granicus solutions
Use account research and stakeholder mapping to create opportunities without an active project or budget
Lead outcome-based discovery conversations covering business challenges, citizen impact goals, operational inefficiencies, and executive priorities
Quantify business value and build business cases aligned with measurable customer outcomes
Connect customer objectives to digital transformation, constituent engagement, service delivery, and operational modernization initiatives
Qualify opportunities using MEDDPICC principles and maintain understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning
Develop account-specific win strategies for complex opportunities with multiple stakeholders and lengthy procurement cycles
Identify and mitigate deal risks while establishing mutual action plans with customers
Own territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue attainment
Build multi-year growth strategies and expand Granicus' footprint across agencies and departments
Facilitate executive-level conversations that advance customer buying decisions
Engage agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales cycle
Maintain responsibility for Granicus information security, data privacy, and required privacy training

Requirements

What you’ll need

Proven track record of consistently generating own pipeline through prospecting
Comfortable engaging senior executives and initiating strategic business conversations
Experience uncovering customer challenges and aligning solutions to desired business outcomes
Ability to translate technical capabilities into business value for executive stakeholders
Experience managing complex, multi-stakeholder sales cycles involving executive, technical, operational, legal, and procurement participants
Experience with MEDDPICC, SPIN, Challenger, Value Selling, or similar qualification frameworks
Ability to build mutual action plans and proactively manage sales risks
Understanding of how government organizations evaluate, purchase, and implement technology solutions
Ability to navigate committee-driven decisions and complex procurement processes
Strong organization and operating discipline in CRM management and opportunity planning
Ability to comply with Granicus information security and data privacy requirements
No degree requirement stated; Granicus notes it does not have degree requirements for most roles

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 communities focused on wellness, art, furbabies, family, parenting, and more
Special guest discussions on issues impacting employees