[Remote] Account Executive - New Logo - Northeast

Note: The job is a remote job and is open to candidates in USA. Granicus is hiring a Small-Medium Government Account Executive to acquire new government customers and grow revenue in the Northeast. The role focuses on prospecting, territory development, pipeline and quota management, consultative selling, and closing new business for Granicus solutions.

Responsibilities

• Drive net-new logo acquisition, generate qualified pipeline, and foster market expansion within the designated territory
• Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing
• Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions
• Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential
• Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement
• Guide and educate prospects through the purchasing journey, providing insights and assistance as needed
• Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets
• Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly
• Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies
• Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals
• Oversee all aspects of sales activities within the assigned territory, including strategic prospecting, territory development, opportunity creation, pipeline management, revenue forecasting, and contract negotiation
• Proactively identify, target, and engage high-value prospects through outbound prospecting efforts including cold outreach, networking, referrals, and industry events
• Actively pursue and convert both self-generated and marketing-generated leads, maintaining a relentless focus on creating and advancing new opportunities
• Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback
• Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system
• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends
• Be prepared to travel approximately 30-40% of the time to engage with clients and prospects effectively
• Consistently build and maintain a healthy pipeline of net-new business opportunities sufficient to exceed quota expectations
• Demonstrate a hunter mentality by uncovering competitive replacement opportunities, penetrating white-space accounts, and creating demand where none previously existed
• 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

Skills

• A technology sales background in local government
• Candidates must have a proven track record of successfully prospecting, developing pipeline, and closing new business across a large geographical region
• Proven pattern of success in software sales or highly technical consultative sales to business or government
• Consistent record of outperforming quota in previous field sales position(s)
• Successful record of managing a sales funnel with deals valuing between $10-$50K of annual recurring revenue
• Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly
• Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
• Proficient with MS Office product suites
• Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills
• Self-motivated and driven to succeed; takes initiative, willing to go the extra mile
• Ability to problem solve quickly
• Ability to multi-task and work within a team atmosphere
• Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust
• Entrepreneurial spirit
• Previous experience with government is a plus
• Experience using [Salesforce.com](http://Salesforce.com) is a plus, but not required

Benefits

• Flexible Time Off
• 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.
• Multiple Health Plan Options – Including a 100% employer-paid plan.
• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
• Fitness Reimbursement Program
• On-Demand Mental Health Support – Access to Headspace and other wellness tools.
• 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.
• Online Learning Platforms
• Bonuses

Company Overview

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