Vice President, AI Go-to-Market

The Company

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 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 SummaryGranicus is seeking a Vice President, AI Go-to-Market to lead the end-to-end commercialization and growth strategy for our AI and emerging technology portfolio. This executive will own the go-to-market motion for Granicus's AI capabilities, from identifying high-value market opportunities and shaping differentiated solutions to generating pipeline, advancing strategic deals, enabling the field, and scaling repeatable commercial plays. The VP will directly lead Granicus's AI Advisors, AI Architects, and Value Engineers, while partnering closely with leaders across the Emerging Technologies organization and with Sales, Product, Marketing, Customer Success, Services, and other key functions. This leader will translate rapidly evolving AI capabilities into clear customer value, create market demand, shape product and commercialization priorities through direct market insight, and build the motions required to scale AI revenue and customer impact across Granicus. This is a highly visible, market-facing leadership role requiring strength in commercial strategy, executive selling, AI fluency, cross-functional leadership, and operational execution. What Your Impact Will Look LikeStrategic Leadership & Team Development

• Build, lead, and scale a high-performing team of AI Advisors, AI Architects, and Value Engineers.
• Establish clear priorities, roles, operating rhythms, and performance expectations tied to pipeline creation, conversion, win rates, deal velocity, and customer outcomes.
• Develop team capabilities across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership.
• Personally engage in the most strategic opportunities as an executive sponsor and player/coach.

AI Go-to-Market Strategy & Execution

• Define and execute the go-to-market strategy for Granicus's AI and emerging technology portfolio, aligned with company growth priorities.
• Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial plays.
• Partner with Sales and Marketing to create demand, build qualified pipeline, and accelerate adoption across both new and existing customers.
• Turn successful customer engagements into repeatable GTM plays, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement.
• Drive targeted campaigns, vertical motions, customer workshops, and other programs that accelerate AI pipeline and revenue.

Strategic Deals & Customer Value

• Lead and support complex, high-value AI opportunities from early discovery through solution development, executive alignment, and commercial close.

• Engage directly with senior customer leaders to connect Granicus's AI capabilities to strategic priorities, measurable outcomes, and business value.
• Partner with Customer Success and Services to ensure successful adoption, value realization, customer references, and expansion.
• Build lighthouse customer examples that strengthen Granicus's credibility and accelerate future GTM efforts.

Cross-Functional Leadership & Product-Market Fit

• Serve as a key connector across the Emerging Technologies organization, ensuring GTM strategy and execution are aligned with other emerging technology initiatives and capabilities.
• Partner closely with Product, Marketing, Sales, Customer Success, Services, and Operations to create an integrated AI customer journey.
• Establish strong market feedback loops, translating customer needs, competitive signals, and field insights into product and commercialization priorities.
• Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy.
• Help determine where Granicus should build, partner, or integrate to strengthen its AI value proposition.

Performance & Scale

• Establish and track key performance indicators for the AI GTM motion, including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion.
• Use data and market insights to continuously refine GTM strategy, resource allocation, and execution.
• Create the systems, processes, and field capabilities required to scale successful AI motions across the broader Granicus organization.
• Provide executive leadership with clear visibility into AI GTM performance, market opportunities, risks, and priorities.

You Will Love This Job If You HaveRequired Qualifications

• 12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including significant senior leadership experience.
• Demonstrated success building and scaling go-to-market motions for emerging or rapidly evolving technologies.
• Proven ability to drive pipeline, revenue growth, and complex enterprise sales outcomes.
• Experience leading technical pre-sales, solution advisory, solution architecture, value engineering, or similar customer-facing teams.
• Strong understanding of AI and emerging technologies with the ability to translate technical capabilities into differentiated customer and business value.

• Strong executive presence and experience engaging senior customer and internal stakeholders.
• Demonstrated ability to lead effectively across functions and influence teams outside of direct reporting relationships.
• Strong analytical, operational, communication, and leadership skills.

Preferred Qualifications

• Experience in enterprise B2B SaaS, AI, and digital transformation.
• Experience selling to government or other highly regulated industries.
• Familiarity with public-sector procurement, security, privacy, and technology adoption considerations.
• Experience operating in both 0-to-1 and scale environments.
• Familiarity with enterprise sales methodologies such as MEDDPICC, Challenger, or Command of the Message.
• Bachelor's degree or equivalent professional experience; advanced degree preferred.

Key Competencies

• Commercial and GTM leadership 
• AI and emerging technology acumen 
• Executive selling and customer engagement 
• Team leadership and talent development 
• Product-market orientation 
• Cross-functional leadership 
• Data-driven decision-making 
• Building and scaling repeatable motions 

Pay RangeUSD $200,000.00 - USD $250,000.00 /Yr. About Us

Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Security and Privacy Requirements

• 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.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to bea part of our journey.
• A few culture highlights include – Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions – Our employees get to interact with our CEO on very important andsometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employeepopulation

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

The BenefitsAt Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one. Here’s what you can expect as a U.S.-based team member:

Flexibility & Balance

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.
• 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.

Health & Wellness

• Multiple Health Plan Options – Including a 100% employer-paid plan.
• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
• Fitness Reimbursement Program – Stay active, your way.
• On-Demand Mental Health Support – Access to Headspace and other wellness tools.

Family & Future

• 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.

Growth & Recognition

• Online Learning Platforms – Fuel your professional development.
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.

Equal Opportunity EmployerGranicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.