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Drive cross-sell and upsell sales to existing state and local government clients across Washington and Oregon. Responsibilities include territory planning, prospecting, discovery, presentations, demonstrations, negotiation, closing, relationship management, forecasting, and Salesforce activity tracking. The role manages the full sales cycle, collaborates with internal specialists, exceeds activity and revenue KPIs, and develops expertise in Granicus software and government technology trends.

Leads Granicus’s end-to-end AI go-to-market strategy, including commercialization, pipeline generation, strategic enterprise deals, customer value realization, and repeatable sales motions. Builds and manages AI Advisors, Architects, and Value Engineers while partnering across Sales, Product, Marketing, Services, and Customer Success. Establishes performance metrics, develops market feedback loops, enables the field, and translates AI capabilities into differentiated customer and business outcomes.

Leads strategic engagements with Federal enterprise customers, overseeing pre-sales discovery, proposal development, complex program delivery, executive reviews, and transformation planning. Owns customer relationships and program portfolios, driving retention, upsell, cross-sell, and customer success. Coordinates cross-functional teams, develops scalable consulting frameworks, represents the company publicly, mentors colleagues, and translates customer insights into product and service improvements.

Leads presales discovery, executive workshops, solution design, and statement-of-work development for complex digital consulting engagements. Partners with Sales and delivery leaders on pricing, scope, risks, and customer outcomes. The role also mentors consultants, develops presales methodologies, and provides strategic thought leadership. It requires significant consulting or professional services experience, strong facilitation skills, autonomous judgment, and up to 30% travel.

Leads the strategy, development, deployment, commercialization, and scaling of AI products across Granicus’s government technology platform. Owns AI roadmaps, pricing and packaging, deployment standards, adoption metrics, productization, and forward-deployed engineering. Partners across Product, Engineering, Data Science, Sales, Finance, and Customer Experience to convert customer deployments into repeatable, revenue-generating offerings and ensure measurable outcomes across government agencies.

Leads analytics engineering and analytics-ready data architecture for government clients. Designs standardized data models, transformation logic, validation frameworks, and reusable integration patterns. Governs data quality, QA, backfills, and release processes while resolving complex data issues. Integrates web, email, social, survey, and client-system data to support dashboards, reporting, measurement, and insights. Advises stakeholders, influences enterprise standards, coordinates with product teams, and supports client-facing analytics workstreams.

Evaluates AI-generated responses for accuracy, completeness, safety, and policy alignment during client implementations. Translates client use cases and risk tolerances into rubrics, prompts, test coverage, prompt banks, and golden sets. Reviews outputs, identifies hallucinations and other risks, tracks regression and drift, documents findings, and produces quality reports. Partners with clients, product, and engineering teams to validate fixes and support reliable release and governance decisions.

Own the architecture and engineering standards for high-volume autonomous LLM agent development within a FedRAMP-authorized environment. Responsibilities include generator-verifier systems, agent orchestration, sandboxing, CI/CD pipelines, eval-driven development, AWS Bedrock inference, security boundaries, compliance guardrails, staged deployment, and human review gates. The role establishes standards adopted across delivery teams and governs graduated autonomy based on measured reliability.

Supports early-stage AI sales opportunities for public sector customers by conducting discovery, identifying automation needs, qualifying prospects, assisting with demos and pilots, maintaining Salesforce pipeline data, and partnering with sales, marketing, RevOps, and technical teams. The role contributes to demand generation, opportunity progression, customer feedback collection, and solution alignment for Granicus AI offerings.

Generates subscription sales for a SaaS platform to state government agencies within an assigned territory. Responsibilities include prospecting, pipeline and opportunity management, partner selling, solution presentations, contract negotiation, forecasting, CRM documentation, and leading complex sales pursuits. The role requires selling $100K+ deals, managing 30 or more active opportunities, closing at least 15 opportunities annually, and traveling up to 50% of the time.