Director - Presales Operations

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 Summary

This role is responsible for leading a defined segment of the Presales organization, driving consistent execution across Solution Consulting, Solution Architecture, and Proposal Management to support revenue growth and improve win rates.

This role translates Presales strategy into execution—owning how work gets done, raising the quality bar, and identifying what the function needs next to scale. You are both an operator and a builder: improving today’s performance while shaping future capabilities.

What Your Impact Will Look Like

• Partner with Sales leadership to drive pipeline progression, prioritize deals, and ensure effective technical coverage

• Engage directly on high-value or high-risk opportunities to improve win probability

• Sit in on discovery calls, solution design sessions, demos, and proposal reviews to observe execution quality and identify patterns

• Define and reinforce what “great” looks like across presales through coaching, modeling, and feedback

• Lead and develop managers and/or senior individual contributors across Solution Consulting, Solution Architecture, and Proposal Management

• Manage capacity, coverage, and resource alignment to meet pipeline demands

• Design and improve presales workflows including discovery, qualification, solution design, and handoffs

• Establish and enforce standards for solution design quality, documentation, and proposal alignment

• Own enablement content and delivery, including training programs, onboarding, and playbooks tied to real execution gaps

• Identify gaps in skills, capacity, and role coverage and inform hiring profiles and workforce planning

• Support development planning and performance improvement across the team

• Pilot and scale tools that improve presales execution, including AI-driven workflows and demo/proposal platforms

• Drive adoption of systems and tools that improve efficiency, quality, and consistency

• Build business cases, define operating models, and stand up new functions as needed

• Define and track key performance metrics such as win rate, cycle time, and solution quality

You Will Love This Job If You Have

• 8–12+ years of experience in Presales, Solution Consulting, Solution Architecture, or related roles

• 3–5+ years of leadership experience managing teams or managers

• Proven ability to lead complex deal execution and improve outcomes

• Strong understanding of SaaS sales cycles and solution-based selling

• Experience building processes, teams, or new presales capabilities

• Strong communication, coaching, and cross-functional leadership skills

• Experience working with public sector or government customers preferred

• Ability to operate effectively in a fast-paced, high-growth environment

• Comfortable and professional when interacting with clients, onsite staffing, and representing Granicus to the general public 

• Experience working with international and virtual teams 

• An ability to work well in a fast-paced environment where functioning autonomously and collaborating as part of a team are equally important 

Pay Range

USD $120,000.00 - USD $166,000.00 /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 Benefits

At Granicus, we offer a comprehensive and flexible benefits packagedesigned 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 Employer

Granicus 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.