Director - AI Solutions Advisors

The CompanyServing the People Who Serve the PeopleGranicus 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 GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.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.Want to know more? See more of what we do here.Job SummaryWe are hiring a Director of AI Go-to-Market Strategy to build and lead a team of AI Advisors focused on creating demand for high-impact AI solutions in the public sector. This leader will bring new solutions to market, develop a repeatable value-selling motion, and operate as a player-coach for a team of AI Advisors who partner with Account Executives to qualify opportunities and move them through the sales process.This role requires strong execution in ambiguous environments, close cross-functional partnership, and a proven ability to turn customer and field insights into sharper positioning, stronger go-to-market execution, and product-market fit improvements. The team will support 8-figure pipeline growth and lead 8 to 10 individual contributors focused on complex, multi-stakeholder public sector opportunities involving procurement, risk, governance, and change management.What Your Impact Will Look Like1) Build, Lead, and Scale a High-Performing AI Advisor TeamRecruit, onboard, and develop a team of 8-10 AI Advisors, setting clear expectations for demand generation/prospecting, qualification, and disciplined execution.Establish operating rhythms that drive performance: connected calls/weekly meetings, pipeline inspection, and deal reviews tied to stage progression and clear exit criteria. Create a culture of rigorous coaching and high accountability—measured by conversion, win-rate, cycle time, and forecast accuracy.2) Be a Player/Coach: Strategic Field Engagement to Win Big DealsPersonally engage on the most strategic opportunities (exec alignment, negotiation strategy, procurement pathing, risk/governance alignment, and close plans).Model consultative leadership in the field—demonstrating how to sell outcomes, not features, and how to align cross-functional stakeholders in government environments (IT, program leaders, comms, operations, unions, etc.). Support deals that require deep value articulation: ROI, cost-to-serve reduction, staff efficiency, measurable outcomes, and adoption. 3) Build a Repeatable Value-Selling Motion (with Deal Reviews as the Coaching Engine)Implement the Granicus AIvalue selling framework that makes business impact explicit (cost savings, deflection, staff efficiency, program outcomes, satisfaction). Lead structured deal reviews that teach AI Advisors to:Quantify economic value and operational impactNavigate risk/governance and stakeholder alignmentBuild mutual plans with procurement realitiesClarify “why now” and urgency (a known failure mode in complex sales) [4) Run Autonomous Enablement Programs (Sales Excellence at Scale)Design and operate enablement that can run “semi-autonomously” through standardized systems: playbooks, call scripts, discovery guides, mutual plans, proposal templates, and win/loss loops.Execute targeted GTM campaigns in measurable sprints (e.g., 6-week vertical sprints with leading indicators like meeting volume, stage conversion, and weekly pipeline creation). Ensure enablement is not “training”—it’s ongoing performance improvement tied to real pipeline, real deals, and real coaching.5) Drive Product-Market Fit via Tight Feedback Loops Across the OrgLead key account identification and partner with marketing to drive targeted ABM campaigns to open key verticals and build, test, measure programs to drive significant AE and Marketing generated pipeline.Operate as a “field-to-factory” leader: create durable feedback loops across Product Marketing, Segment Marketing, Product Management, and Sales Ops to improve positioning, packaging, roadmap clarity, and sellability. Translate market signal into action: what’s blocking dea