Director, Federal Sales - DoW

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 Gov Tech 100 list over the past 5 years and has been recognized as the best companies to work on Built In.

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.

The Director, Federal Sales – Department of War owns account strategy, business development, and sales execution for the Department of War (DoW) as the primary account, spanning military services, combatant commands, defense agencies, and installations. The Director will build a team of quota-carrying Account Executives, prioritizing DoW pipeline development, new-customer acquisition, and enterprise expansion. Other Federal accounts may be assigned secondarily and will not displace the role’s primary DoW focus.

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 DoW 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.

• Own the DoW account: 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 the DoW account. Balance near‑term awards with long‑term pipeline development, maintaining accurate forecasts and disciplined CRM,…