Federal Account Executive (Civilian) - Washington, DC

Granicus - Sales Account Executive, Federal

About Granicus: Granicus is a GovTech company serving 5,500 federal, state, and local government agencies with digital solutions for communications, website design, meeting management, and records management. Over 25 years, we've built an unmatched network of 300+ million citizen subscribers across the U.S., U.K., Australia, New Zealand, and Canada.

Role Overview: You will drive consultative, solutions-based sales to Federal Civilian Agencies, focusing on both proactive outreach for new business and upselling existing federal customers. This role emphasizes larger complex deals ($300K-$600K+) with 50/50 focus on platform solutions and digital services, positioning Granicus as the digital innovation leader in federal government.

Location: Remote-first position (approximately 25% travel required, 1-2 trips per month)

Key Responsibilities:

• Understand complex federal customer requirements for digital communications with the public
• Develop and deliver custom presentations to revolutionize prospect engagement within public sector
• Conduct research and analysis on Federal Civilian Agencies and their business imperatives
• Develop effective sales strategies, territory and account plans leveraging all available assets
• Establish strong, high-level relationships based on customer requirements and value commitment
• Understand each customer's mission objectives, strategic growth plans, and technology strategy
• Lead designated federal territory including customer relationships, prospect profiling, and sales cycles
• Maintain disciplined approach to pipeline management and leverage support organizations
• Advance and close sales opportunities through successful execution of sales strategy
• Manage internal resources including sales support, marketing, and solutions consultants
• Meet and exceed quarterly and annual sales targets for new product and services goals
• Document activities in Salesforce CRM and prepare quarterly business reviews

Qualifications:

• 5+ years of field sales experience in digital solutions services or SaaS solutions-based sales
• Prior sales experience within Federal Government/Public Sector with focus on Civilian Agencies required
• Proven experience managing opportunities and meeting annual sales objectives with deals $300K-$600K+
• Significant accomplishments selling enterprise software or digital services to C-level government customers
• Demonstrated effectiveness selling through partners, resellers, and/or integrators
• Understanding of negotiation terms and contractual structures for complex consulting engagements
• Ability to project professional presence during presentations to customers
• Strong business acumen and ability to demonstrate ROI and value to customers
• Exceptional communication and presentation skills, both written and oral
• Goal-oriented, self-motivated, and successful working independently and collaboratively

Compensation & Benefits: $100,000 - $140,000 base salary + commission Flexible time off, medical insurance (100% paid option available), dental and vision, 401(k) with match, paid parental leave, and comprehensive disability/life insurance coverage.