Enterprise Account Executive - Colorado & Utah

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. Want to know more? See more of what we do here. Job Summary The Granicus State Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. Ours is a Team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives. The Enterprise Account Executive generates subscription sales for our SaaS platform and related services in an assigned territory. State Government includes all government functions, including state agencies, and programs under the Executive, Legislative, and Judicial branches of government. What Your Impact Will Look Like Prospecting & Pipeline Generation 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 that align to Granicus solutions. Leverage account research and stakeholder mapping to create opportunities where no active project or budget exists. Value Selling & Discovery Lead outcome-based discovery conversations that uncover business challenges, citizen impact goals, operational inefficiencies, and executive priorities. Quantify business value and build compelling business cases that align Granicus solutions to measurable customer outcomes. Connect customer objectives to broader digital transformation, constituent engagement, service delivery, and operational modernization initiatives. MEDDPICC & Deal Qualification Drive disciplined opportunity qualification through MEDDPICC principles, maintaining clear understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning. Develop and execute account-specific win strategies for complex opportunities with multiple stakeholders and lengthy procurement cycles. Identify and mitigate deal risks early while establishing clear mutual action plans with customers. Territory Ownership Own territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue attainment. Build multi-year growth strategies within assigned accounts while expanding Granicus' footprint across agencies and departments. Executive Selling Facilitate executive-level conversations that advance customer buying decisions rather than product evaluations. Engage agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales cycle. You Will Love This Job If You Have Prospecting & Hunting You enjoy creating opportunities from scratch and are energized by prospecting, networking, and opening new doors. You have a proven track record of consistently generating your own pipeline, not solely relying on inbound leads. You are comfortable engaging senior executives and initiating strategic business conversations with little prior relationship. Solution Selling You excel at uncovering customer challenges, identifying root causes, and aligning solutions to desired business outcomes. You ask thoughtful discovery questions and prefer understanding customer problems before discussing products. You can translate technical capabilities into meaningful business value for executive stakeholders. MEDDPICC / Complex Sales You have experience managing complex, multi-stakeholder sales cycles with executive, technical, operational, legal, and procurement participants. You utilize structured qualification methodologies such as MEDDPICC, SPIN, Challenger, Value Selling, or similar frameworks. You build mutual action plans and proactively manage risks throughout the buying journey. Public Sector / Government Specific You understand how government organizations evaluate, purchase, and implement technology solutions. You can navigate committee-driven decisions and balance the priorities of diverse stakeholder groups. You are patient, persistent, and skilled at moving opportunities forward through complex procurement processes. Growth Mindset You actively seek coaching and continuously refine your sales skills. You thrive in an accountable, high-performance culture where pipeline creation, forecast accuracy, and customer outcomes matter. You are highly organized and demonstrate strong operating discipline in CRM management and opportunity planning. Pay Range USD $110,000.00 - USD $150,000.00 /Yr. About Us Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do