Posted: Feb 4, 2026

Account Executive - Utilities

Granicus
Full-time
Salary: $75,000.00 - $85,000.00 Annually
Application Deadline: N/A
Business
The Account Executive will drive revenue growth by helping special district governments (utilities, power/energy agencies, public utility districts, coops, and other specialized agencies) modernize how they serve their communities. This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined territory.
You'll navigate complex, multi-stakeholder sales cycles (typically 6-18 months) with deal sizes ranging from $10K-$250K+ ARR. Success requires consultative selling, strong discovery skills, and the ability to build consensus among elected boards, administrators, and department heads.
This role sits within our Local Government Sales Team with full support from customer success, solution consultants, marketing, product, and implementation teams.
 
What makes this role different: This isn't municipal sales where you're selling to a single city manager. Special districts have elected boards, limited budgets, and unique governance structures. The timelines are incredibly diverse, but the deals are stickier, the mission is real, and you're building something new. If you want to be the expert in an underserved market with strong support, let's talk.
 
Why This Role, Why Now
  • You're building a defined territory in an underserved market (special districts) with massive TAM
  • Granicus's 25-year track record and 5,500-agency+ install base provide instant credibility and referral access
  • You'll be among the first AEs focused exclusively on special districts—ground floor opportunity to define the playbook
  • Growth potential to Senior AE or sales leadership as this segment scales
 
Compensation & Team Performance
OTE: $130-170K+ OTE (base $65-85K + uncapped commission)
  • Year-one realistic range: $100-150K
  • Top performers on the team earned $180+ in 2025
  • Team achieved 113% of quota in 2024 and 2025 (P-Club!!)
  • Average deal size growing 13% year-over-year
  • Monthly commissions on new and expansion revenue

What Your Impact Will Look Like

  • Identify and penetrate high-potential districts across your territory using prospecting, association engagement, and referrals from Granicus' 5,500-agency customer base
  • Maintain consistent daily rhythms: prospecting calls, pipeline reviews, deal progression activities—the daily discipline that separates top performers from the rest
  • Lead complete sales cycles (6-18 months) from cold outreach to close, managing 5+ stakeholders with competing priorities on most deals
  • Conduct value-based discovery that quantifies business impact, uncovers operational challenges beyond the initial request, and builds a compelling business case for change
  • Orchestrate compelling product demonstrations with solution consultants—you own the meeting structure, stakeholder engagement, and ensuring the demo addresses each buyer's priorities
  • Navigate procurement requirements, board approvals, and committee decision processes unique to special districts
  • Build a referral engine within the special districts community through conference participation and trusted advisor relationships
  • Execute with discipline: meet activity metrics, forecast accurately, leverage 1:1 weekly coaching and solution consultant support on all qualified opportunities

You Will Love This Job If You Have

  • 3-5+ years of SaaS or complex B2B sales with consistent quota attainment ($300K-$1M+ annually)
  • Experience managing deals $50K-$250K with 6-18 month sales cycles involving multiple stakeholders
     
  • Strong discovery and consultative selling skills - you uncover needs beyond the initial request and connect solutions to broader operational outcomes
  • CRM discipline—Salesforce is your system of record; your pipeline forecasts within 10% accuracy
  • Comfort engaging stakeholders at all levels - from technical staff to C-suite, department heads, and elected boards
Valued Experience (not required): Government/public sector sales experience, platform selling, or procurement process navigation valued but not required—we prioritize strong SaaS fundamentals and coachability.
 
The Traits That Predict Success:
  • Strategic patience—you use long sales cycles to build relationships and expand opportunities rather than fighting the timeline
  • Teaching ability—you make complex solutions accessible and help buyers see possibilities they hadn't considered
  • Political savvy—you read room dynamics, build consensus, and navigate competing priorities without getting entangled
  • Mission alignment—you respect public service and find genuine satisfaction in community impact
  • Entrepreneurial ownership—you manage your territory like it's your business

 

Interview Process
We're looking for consultative sellers who can navigate complexity. Expect questions like:
  • "Tell me about a deal where you had to navigate 5+ stakeholders with competing priorities"
  • "Walk me through your discovery process on a recent complex sale"
  • "How do you manage pipeline when deals extend beyond initial timelines?"