Account Executive - Eastern Canada

Granicus

22h•Remote

About The Position

This Account Executive position will play a key role in the Granicus Canada Sales team and will be responsible for driving new revenue across their assigned territory by way of pursuing net new customer acquisition as well as strategic cross-sell and up-sell opportunities. This position will be expected to fully manage their territory, including developing a strategic territory plan, conducting proactive and intentional outreach, and leveraging cross-functional team members in an effort to build, foster, and strengthen relationships with municipal governments and government agencies to successfully position Granicus as the preferred partner to support their daily operational, communications, digital services, and other related initiatives. This position is ideal for a consultative, mission-driven seller who thrives in the govtech ecosystem and enjoys working with municipalities to solve complex operational, permitting, communication, and citizen‑experience challenges. We invite candidates to explore some of the stories that demonstrate how impactful our valued public sector partnerships have been and read about the work we’ve done with communities across the country (and world!): https://granicus.com/success-stories/ Granicus is a remote first company (this isn’t temporary). While we have virtual teams, you have the option for in-office work should you be located near one of our hubs. Although not required, Canadian candidates located in EST, AST, or NST time zones are preferred.

Requirements

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 with an annual recurring revenue value between $10k-$200K+
Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly (LAN/WAN, web design, network security, and Audio/Visual technology)
Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
Proficient with MS Office product suites
Experience using Client Relationship Management (CRM) platforms
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

Nice To Haves

Previous government employment experience
Familiarity with digital engagement, PCL (permitting, compliance, and licensing), websites, case management and other public sector specific solutions
Located in Canada
Billingual (English/French) is considered a strong asset
Experince with public sector procurement, specifically evaluation or responding to RFXs
Previously government or public sector transformation is considered a strong asset
Experience with Salesforce CRM

Responsibilities

Own and manage an assigned territory of Canadian municipal government accounts (<150k population).
Build, maintain, and progress a healthy pipeline across multiple product lines, ensuring adequate quota coverage to ensure successful attainment.
Drive full-cycle sales efforts from prospecting and associated activities to successful contract negotiation and execution, utilizing a consultative, value & outcome-based selling approach.
Lead all stages of the sales process from prospecting through contract negotiation and execution
Maintain ownership of sales activity including cold calls, discovery meetings, technical discovery meetings, product demonstrations, etc.
Virtual and face-to-face meetings
Conduct initial qualification and discovery to determine client's initiatives and establish solution fit and client trust by aligning Granicus with the agency's desired outcomes
Use an engaging and penetrating discovery process to flush out true sales opportunities
Position yourself as a consultative partner by engaing our clients as a thought leader, discussion market trends, challenges, and blockers to the clients priorities
Prepare engaging presentations and partner with Solutions Consultants to conduct value-driven product demonstrations to groups ranging from 1 to 25 stakeholders
Collaborate with cross-funtional resources to support the progression of pipeline and exeuction of closed won sales including resources from the solution consultant, business development, marketing, proposals, contracting and other teams.
Provide compelling product demos and business cases to municipal decision-makers (CAOs, CIOs, Planning, Building, Communications, Clerks, etc.) and other team members.
Navigate complex public-sector procurement processes and RFP responses.
Build strong, trust & outcome-based relationships with municipal leaders and internal cross-functional partners.
Represent Granicus as a subject-matter expert at regional events, conferences, and webinars.
Stay current on municipal trends, legislation, and digital transformation initiatives across Canada.
Contribute insights to product teams to help shape future development for the Canadian market.
Other duties as assigned