Vice President, AI Go-to-Market

Responsibilities

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

Requirements

• 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.
• Bachelor's degree or equivalent professional experience; advanced degree preferred.

Preferred

• 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.

Benefits

• 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.
• 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.
• 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.