Vice President, AI Go-to-Market

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 Granicus is seeking a Vice President, AI Go-to-Market to lead the end-to-end commercialization and growth strategy for our AI and emerging technology portfolio. This executive will own the go-to-market motion for Granicus's AI capabilities, from identifying high-value market opportunities and shaping differentiated solutions to generating pipeline, advancing strategic deals, enabling the field, and scaling repeatable commercial plays. The VP will directly lead Granicus's AI Advisors, AI Architects, and Value Engineers, while partnering closely with leaders across the Emerging Technologies organization and with Sales, Product, Marketing, Customer Success, Services, and other key functions. This leader will translate rapidly evolving AI capabilities into clear customer value, create market demand, shape product and commercialization priorities through direct market insight, and build the motions required to scale AI revenue and customer impact across Granicus. This is a highly visible, market-facing leadership role requiring strength in commercial strategy, executive selling, AI fluency, cross-functional leadership, and operational execution. What Your Impact Will Look Like Strategic Leadership & Team Development Build, lead, and scale a high-performing team of AI Advisors, AI Architects, and Value Engineers. Establish clear priorities, roles, operating rhythms, and performance expectations tied to pipeline creation, conversion, win rates, deal velocity, and customer outcomes. Develop team capabilities across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership. Personally engage in the most strategic opportunities as an executive sponsor and player/coach. AI Go-to-Market Strategy & Execution Define and execute the go-to-market strategy for Granicus's AI and emerging technology portfolio, aligned with company growth priorities. Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial plays. Partner with Sales and Marketing to create demand, build qualified pipeline, and accelerate adoption across both new and existing customers. Turn successful customer engagements into repeatable GTM plays, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement. Drive targeted campaigns, vertical motions, customer workshops, and other programs that accelerate AI pipeline and revenue. Strategic Deals & Customer Value Lead and support complex, high-value AI opportunities from early discovery through solution development, executive alignment, and commercial close. Engage directly with senior customer leaders to connect Granicus's AI capabilities to strategic priorities, measurable outcomes, and business value. Partner with Customer Success and Services to ensure successful adoption, value realization, customer references, and expansion. Build lighthouse customer examples that strengthen Granicus's credibility and accelerate future GTM efforts. Cross-Functional Leadership & Product-Market Fit Serve as a key connector across the Emerging Technologies organization, ensuring GTM strategy and execution are aligned with other emerging technology initiatives and capabilities. Partner closely with Product, Marketing, Sales, Customer Success, Services, and Operations to create an integrated AI customer journey. Establish strong market feedback loops, translating customer needs, competitive signals, and field insights into product and commercialization priorities. Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy. Help determine where Granicus should build, partner, or integrate to strengthen its AI value proposition. Performance & Scale Establish and track key performance indicators for the AI GTM motion, including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion. Use data and market insights to continuously refine GTM strategy, resource allocation, and execution. Create the systems, processes, and field capabilities required to scale successful AI motions across the broader Granicus organization. Provide executive leadership with clear visibility into AI GTM performance, market opportunities, risks, and priorities. You Will Love This Job If You Have Required Qualifications 12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including significant senior leadership experience. Dem