Director, Sales - Government Special Districts
Location: US-CO-Denver (Remote)
Category: Management, Position Type: Full-Time, Employee Type: Regular
Job Summary
The Special Districts team is at an inflection point. We need a Director who can accelerate a functioning team of seven Account Executives, overseeing two vertical pods – Community Services and Utilities. The focus is on deep expertise, consultative selling, and navigating government procurement.
Responsibilities
- Own the number: Deliver consistent quota attainment across both pods, maintain 3-4x pipeline coverage, enforce stage discipline, and surface risk before it becomes a miss.
- Develop sellers who think, not just sell by coaching with a strategic perspective.
- Manage both pods with equal depth and structure coaching, deal reviews, and conversation‑intelligence informed development.
- Build the machine with BDRs, Solution Consultants, and Segment Marketing to craft vertical‑specific prospecting motions.
- Navigate government procurement without flinching: RFPs, board approvals, co‑op agreements, multi‑year budget cycles.
- Translate field insights into product, marketing, and leadership feedback.
- Hold the culture standard: maintain consistency, curiosity, honesty, and collaboration.
Impact
- Count on you to drive outcome‑driven, consultative sales in a niche market.
- Your coaching model should build sellers capable of articulating business impact and navigating complex stakeholders.
- Return consistent performance that does not hinge on a single large deal.
- Elevate the team’s reputation and confidence in government procurement processes.
You Will Love This Job If You Have
Passion for government technology, experience leading 6‑8 quota‑carrying AEs in complex public‑sector SaaS sales, a coaching philosophy focused on strategic thinkers, fluency in value selling with MEDDICC, data‑forward operating style, and comfort navigating government procurement complexity.
What You Bring
- Passion for the government technology space and an instinct for how digital solutions change how public agencies serve their communities.
- Experience leading 6‑8 quota‑carrying AEs through complex multi‑stakeholder SaaS sales cycles in the public sector.
- A coaching philosophy that develops strategic thinkers.
- Fluency in value selling and MEDDICC and discipline to enforce it.
- The ability to run two vertical pods simultaneously without letting either go on autopilot.
- Proven experience partnering with BDRs, Solution Consultants, and Marketing to build integrated pipeline motions.
- A data‑forward operating style.
- Comfort navigating government procurement complexity – RFPs, board approvals, co‑op contracts.
This Role Is Not For You If
- You are looking for inbound‑heavy territory or a short sales cycle.
- Government procurement feels like an obstacle rather than an opportunity.
- You need external motivation to prospect or coach consistently.
- You avoid travel and in‑person meetings.
- You are more comfortable managing up than developing people below you.
- You need spotlight and individual credit rather than collective recognition.
Pay Range
USD $135,000.00 – $160,000.00 per year.
Benefits
- Flexibility & Balance
Flexible Time Off, Company‑Wide Wellbeing Days, Work from Home Reimbursement. - Health & Wellness
Multiple Health Plan Options, Employer HSA Contributions, Fitness Reimbursement Program, On‑Demand Mental Health Support. - Family & Future
Paid Parental Leave, Traditional & Roth 401(k) with generous match, Life & AD&D Insurance. - Growth & Recognition
Online Learning Platforms, Competitive Salary & Bonuses.
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.
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