Federal Account Executive

Granicus; Washington (District of Columbia); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Flexible Time Off

Company‑Wide Wellbeing Days

Health Plan Options

Paid Parental Leave

Generous 401(k) match

Competitive Salary & Bonuses

Job summary

Granicus is seeking a Sales Account Executive to drive federal sales in Washington, DC. Candidates should have 8+ years of experience in digital solutions sales, managing complex opportunities, and establishing agency relationships. The role involves presentation delivery, research on federal needs, and exceeding sales targets. The position offers a competitive salary from $120,000 to $150,000, with flexible work options and comprehensive benefits including health plans, parental leave, and professional development opportunities.

Qualifications

• 8+ years of field sales experience in Digital solutions services.
• Proven experience managing complex opportunities from $300K to $600K+.
• Demonstrated effectiveness in differentiating business value.
• Exceptional communication and presentation skills.

Responsibilities

• Develop and independently deliver presentations on Granicus.
• Conduct detailed research on the Federal Government Vertical.
• Meet and exceed quarterly and annual sales targets.
• Identify risk elements within agency mission challenges.

Skills

Field sales experience in Digital solutions

Client relationship management

Effective presentations

Negotiation skills

Job description

Job Summary

The Granicus (GovDelivery) Federal Sales Team is a dynamic, results‑driven group charged with driving new revenue in a young and energized Cloud Vertical. The existing Federal Sales team has established a baseline of Federal customers who have adopted the core Granicus Citizen Engagement communications software platform. Significant opportunities exist to upsell innovative digital services and solutions and provide a services wrapper leveraging the core Granicus software platform to help government customers achieve their mission objectives. Granicus seeks to hire a new Sales Account Executive, Federal for a mission‑driven sales approach to best position Granicus as the digital innovation leader.

The Federal Account Executive will be responsible for proactive outreach beginning with lead generation and continuing through the sales‑cycle funnel, as well as leveraging and upselling from the existing base of Federal customers. Success metrics include larger complex deals and higher‑level engagement within the target customer and programmatic scope when appropriate. This position is supported by an account development team, marketing department, and technical project managers.

What Your Impact Will Look Like

• Understand customer mission requirements for digital communications with the public, including mapping to Executive Priorities within the Agency, office, or program.
• Develop and independently deliver custom presentations on Granicus to revolutionize the prospect's engagement within the Public Sector.
• Conduct detailed research and comprehensive analysis on the Federal Government Vertical, specific to Civilian Agencies and their business imperatives and challenges to drive demand generation.
• Develop effective and specific sales strategies, territory, and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
• Establish agency‑management‑level relationships based on knowledge of customer requirements and commitment to value, building a trust foundation to guide agency mission outcomes.
• Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles, encouraging all clients to become Granicus references.
• Follow a disciplined approach to maintain a differentiated solutions message that reduces time to identify and pursue a rolling pipeline of opportunities, keeping the pipeline current and moving into the sales funnel.
• Identify risk elements within agency mission challenges and leverage Granicus services portfolio to address them.
• Leverage support organizations including Marketing, Inside Sales, Partners, and channels to develop qualified pipeline in the assigned territory.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Develop effective mission‑driven strategies for winning in a competitive environment.
• Coalesce internal resources, including sales support, marketing, and solutions consultants, into a team approach in pursuing large deals.
• Meet and exceed quarterly and annual sales targets for new product and services goals.
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
• Have a Services and Product background; the focus will be 50/50 with significant services lead opportunities needing to be developed.
• Travel at least 30-40% of the time.

You Will Love This Job If You Have

• 8+ years of field sales experience in Digital solutions services or solutions‑based sales on a subscription model, including generation and management of opportunities, bids, deal closure, and client relationship management.
• Proven experience managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission‑oriented solutions between $300K – $600K+.
• Prior enterprise mission services sales experience within the Federal Government is required.
• Experience within the digital communications federal space is a major plus.
• Direct engagement with agency program office personnel in pursuit of large services opportunities.
• Demonstrated effectiveness in differentiating company business value to partners, resellers, and integrators.
• Ability to incorporate competitive differentiation while preparing and conducting presentations to customers during all phases of the relationship.
• Understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements.
• Adaptability and independence in a fast‑paced, changing environment with strong business acumen and sound commercial judgment.
• Independent accountability for commitments and performance through intelligent prioritization.
• Exceptional communication, oral, and written presentation skills.
• Confident, competitive, thorough, flexible, and tenacious.

Pay Range

USD $120,000.00 - USD $150,000.00 /Yr.

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.

Security and Privacy Requirements

• Responsible for Granicus information security by preserving Confidentiality, Integrity, and Availability of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring data privacy of employees and customers, taking all required privacy training promptly in accordance with company policies.

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 affectionate orientation, marital status, status with regard to public assistance, familial status, military or veteran status, or any other status protected by applicable law.