Director - Federal Sales

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.

Summary Description

The Director, Federal Sales owns account strategy, business development, and sales execution for Federal accounts, spanning military services, combatant commands, defense agencies, and installations. The Director will build a team of quota-carrying Account Executives, prioritizing pipeline development, new-customer acquisition, and enterprise expansion.

The Director combines strategic account leadership with hands-on sales execution: building senior civilian and military customer relationships, identifying funded priorities, coaching sellers through complex defense opportunities, and activating partners to advance pursuits from discovery through contract award and customer adoption.

Success requires deep understanding of defense organizations, mission needs, funding cycles, acquisition pathways, and technology buying decisions. The Director connects digital communications, engagement, and experience solutions to measurable improvements in installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation.

The role is directly accountable for federal account bookings and revenue attainment, qualified pipeline, strategic account penetration, new-customer acquisition, expansion, forecast accuracy, account retention, and sales-team development. Account plans connect installation- and program-level opportunities to broader command, service, and department-level growth.

Success in this role is measured by bookings and revenue attainment, qualified pipeline growth, strategic account penetration, expansion of existing deployments, partner-generated opportunities, forecast accuracy, contract awards, customer adoption, and achievement of agreed customer outcomes.

Essential Function

• Own the Federal account management: Develop and execute an integrated department-level account strategy with service-, command-, agency-, and installation-level plans. Identify priority programs, budget owners, decision-makers, competitive alternatives, acquisition pathways, and near- and long-term opportunities.
• Deliver predictable growth: Own quarterly and annual bookings and revenue targets for federal accounts. Balance near-term awards with long-term pipeline development, maintaining accurate forecasts and disciplined CRM, pipeline review, and account-planning practices.
• Build senior customer relationships: Engage senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders. Serve as an executive sponsor for strategic federal account pursuits.
• Generate qualified demand: Lead executive briefings and discovery workshops that translate federal account customer challenges into actionable opportunities with identified sponsors, funding, outcomes, acquisition paths, timelines, and next steps.
• Develop mission-aligned solutions: Build repeatable sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation. Position solutions around measurable customer value rather than product features alone.
• Advance enterprise expansion: Connect local deployments to broader program, command, service, and department-level opportunities. Develop consolidation and expansion business cases, map stakeholders across organizational levels, and establish repeatable approaches to entering previously unserved federal accounts.
• Lead capture and contracting: Establish pursuit plans covering stakeholder alignment, funding, procurement strategy, competitive differentiation, pricing, security requirements, risks, and milestones to award. Coordinate with Legal, Finance, Security, and Sales Operations to validate suitable acquisition pathways and commitments.
• Activate defense-market partners: Build joint federal account plans with systems integrators, resellers, and technology partners. Define responsibilities for customer access, solution development, co-selling, and contract execution.
• Lead and develop the sales team: Recruit, coach, develop, and retain approximately 6–10 quota-carrying Account Executives. Align territory coverage, quota allocation, individual goals, account reviews, and deal coaching to the federal account strategy.
• Orchestrate customer success: Align Sales Engineering, Product, implementation specialists, and Customer Success around achievable customer roadmaps, smooth sales-to-delivery transitions, adoption, and customer-agreed measures of value.
• Shape the account growth strategy: Bring federal account customer needs, competitive insights, and validated security requirements into product planning, marketing, messaging, and investment decisions. Represent the company at relevant customer briefings, defense-industry events, and partner engagements.
• Drive strategic business leadership: Influence organizational priorities through market intelligence, customer insights, acquisition trends, and defense modernization initiatives. Provide executive recommendations regarding account investment, territory priorities, partnership strategy, and growth opportunities.

Experience/Credentials:

• 8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience, with demonstrated success developing and closing complex opportunities within the Department of Defense and broader Federal market.
• 3+ years of people leadership experience managing quota-carrying sales professionals and delivering measurable sales performance.
• Proven success building and scaling new-logo acquisition strategies while expanding strategic accounts and driving revenue growth.
• Deep understanding of defense funding, acquisition, and procurement processes, including experience working with Federal contract vehicles (e.g., GSA Schedules, GWACs, IDIQs, BPAs, SEWP, OTAs).
• Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities.
• Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders.
• Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent.
• Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners.
• Strong executive presence, business acumen, communication, negotiation, and relationship management skills.
• Proficiency with Salesforce or comparable CRM and sales analytics platforms.
• Bachelor's degree or equivalent combination of education and relevant professional experience.
• Ability to travel domestically approximately 50% of the time.

Preferred Qualifications:

• Prior military, defense civilian, or defense-industry leadership experience relevant to the account; specific military rank or Senior Executive Service status is not required.
• Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations.
• Experience building or significantly scaling a defense technology account or territory, including expanding installation- or program-level deployments into service- or department-level opportunities.
• Experience working with major Federal systems integrators and channel partners.
• Experience with government digital communications, customer experience, engagement, or comparable technology platforms.
• Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments.

USD $145,000.00 - USD $170,000.00 /Yr.

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 encourage you to apply. 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
  a 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.

At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one.
Here’s what you can expect as a U.S.-based team member:

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.

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.