Director - Business Development

Granicus; United States; Remote; USD 120,000 - 130,000; Full time

Benefits offered by this job

Flexible Time Off

Wellbeing days

Work From Home reimbursement

Health plan options

HSA contributions

Fitness reimbursement

Job summary

Granicus, a GovTech leader, is seeking a Director of Business Development to drive global pipeline and revenue growth in a remote-first environment. You will lead a ~60-person BDR organization, shaping strategy, playbooks, and cross-functional collaboration with Sales, Marketing, Product Marketing, Communications, and RevOps.

The role focuses on AI-driven enablement, data insights, and scalable processes to deliver high-quality pipeline across public sector, enterprise, and destination marketing

Qualifications

• 10+ years in business development, sales development, or revenue leadership within SaaS or technology.
• Demonstrated success leading large, distributed BDR/SDR teams and delivering measurable pipeline growth.
• Strong command of outbound, inbound, ABM/ABS motions, pipeline analytics, and conversion optimization.
• Experience implementing AI- or data-driven tools to enhance prospecting, prioritization, and coaching.
• Expertise with Salesforce and modern sales engagement platforms.
• Excellent leadership, communication, negotiation, and cross-functional collaboration skills.
• Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government.
• Experience supporting international GTM motions across distributed, geographically diverse teams.

Responsibilities

• Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths.
• Drive predictable pipeline growth across inbound and outbound channels; improve stage-to-stage conversion using data-driven experimentation.
• Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting.
• Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity.
• Understand the differing requirements for engaging Executives and functionally led personas.

Skills

Leadership

Strategic thinking

Public sector / GovTech experience

Sales and marketing alignment

Data-driven

CRM / Salesforce

Tools

Salesforce

Outreach

Gong

Salesloft

ZoomInfo

Job description

Director - Business Development

Location

US-Remote

ID

2026-9774

Category

Marketing

Position Type

Full-Time

Employee Type

Regular

Location Type

Remote

The Company

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.

Job Summary

The Director of Business Development (BDR) is a senior gotomarket leader accountable for building, scaling, and optimizing a global inbound and outbound BDR organization. This role owns topoffunnel strategy and execution, delivering predictable, highquality pipeline through improved conversion, velocity, and tight alignment with Sales, Marketing, Product Marketing, Communications, and Revenue Operations.

The Director leverages AI, data, and modern enablement platforms to increase BDR productivity and quality, effectiveness, and insight and ensure consistent, highquality execution across public sector (SLED/SMG), Enterprise, and Destination Marketing segments. The mandate is to power revenue growth through a disciplined, scalable, insightdriven pipeline engine while developing a highperforming team and strengthening crossfunctional GTM cohesion. That includes:

• Driving pipeline creation across new and existing accounts
• Ensuring deep account penetration and qualification prior to Sales engagement
• Multithreading outreach across buying groups and decisionmakers
• Accelerating pipeline by reengaging stalled or atrisk opportunities
• Routing buyers into compounding marketing motions, including events, demand generation, and ABM programs across multiple segments.
• Building an amazing team culture focused on collaboration and shared accountability.

What Your Impact Will Look Like

Strategy, Pipeline & Market Development

• Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths
• Drive predictable pipeline growth across inbound and outbound channels; improve stagetostage conversion using datadriven experimentation.
• Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting.
• Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity.
• Understand the differing requirements for your team to engage Executive (C-Suite) and functionally led persona's.

Team Leadership & Performance Management

• Lead and develop a ~60person global BDR organization, including frontline managers and team leads; hire, ramp, coach, and promote top talent.
• Establish KPIs, quotas, operating cadences, and accountability systems to drive consistent performance.
• Maintain a culture of execution excellence, inclusion, and career progression into AE/CSM roles.

Execution Quality & Operational Excellence

• Own and improve playbooks, call scripts, personabased sequences for Executives (C-Suite) vs. Functional leaders, automation vs. manual operating models, qualification standards, and handoff processes.
• Ensure execution quality through coaching, QA reviews, speedtolead adherence, and segment specific messaging alignment.
• Oversee technology adoption (Salesforce, Outreach/Salesloft, Gong, ZoomInfo) and partner with RevOps on data integrity and analytics

CrossFunctional GTM Alignment

• Partner with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and earlystage deal progression.
• Collaborate with Marketing and PMM to develop integrated campaigns, sequences, and feedback loops that improve relevance and ROI.
• Translate market and customer insights into actionable GTM improvements and executiveready reporting.

You Will Love This Job If You Have

• 10+ years in business development, sales development, or revenue leadership within SaaS or technology
• Demonstrated success leading large, distributed BDR/SDR teams and delivering measurable pipeline growth
• Strong command of outbound, inbound, ABM/ABS motions, pipeline analytics, and conversion optimization
• Experience implementing AIdriven or datadriven tools to enhance prospecting, prioritization, and coaching.
• Expertise with Salesforce and modern sales engagement platforms.
• Excellent leadership, communication, negotiation, and crossfunctional collaboration skills
• Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government
• Experience supporting international GTM motions across distributed, geographically diverse teams

Pay Range

USD $120,000.00 - USD $130,000.00 /Yr.

About Us

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 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 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.

The Benefits

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.

Equal Opportunity Employer

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.