Director - Business Development

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.

About the role

The Director of Business Development (BDR) is a senior go-to-market leader accountable for building, scaling, and optimizing a global inbound and outbound BDR organization. This role owns top-of-funnel strategy and execution, delivering predictable, high-quality pipeline through improved conversion, velocity, and tight alignment with Sales, Marketing, Product Marketing, Communications, and Revenue Operations. The Director Leverages AI, Data, And Modern Enablement Platforms To Increase BDR Productivity And Quality, Effectiveness, And Insight And Ensure Consistent, High-quality Execution Across Public Sector (SLED/SMG), Enterprise, And Destination Marketing Segments. The Mandate Is To Power Revenue Growth Through a Disciplined, Scalable, Insight-driven Pipeline Engine While Developing a High-performing Team And Strengthening Cross-functional GTM Cohesion.

Responsibilities

• Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths
• Drive predictable pipeline growth across inbound and outbound channels; improve stage-to-stage conversion using data-driven experimentation
• Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting
• Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity
• Understand the differing requirements for your team to engage Executive (C-Suite) and functionally led persona’s
• Lead and develop a ~60-person global BDR organization, including frontline managers and team leads; hire, ramp, coach, and promote top talent
• Establish KPIs, quotas, operating cadences, and accountability systems to drive consistent performance
• Maintain a culture of execution excellence, inclusion, and career progression into AE/CSM roles
• Own and improve playbooks, call scripts, persona-based sequences for Executives (C-Suite) vs. Functional leaders, automation vs. manual operating models, qualification standards, and handoff processes
• Ensure execution quality through coaching, QA reviews, speed-to-lead adherence, and segment specific messaging alignment
• Oversee technology adoption (Salesforce, Outreach/Salesloft, Gong, ZoomInfo) and partner with RevOps on data integrity and analytics
• Partner with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and early-stage deal progression
• Collaborate with Marketing and PMM to develop integrated campaigns, sequences, and feedback loops that improve relevance and ROI
• Translate market and customer insights into actionable GTM improvements and executive-ready reporting

Requirements

• 10+ years in business development, sales development, or revenue leadership within SaaS or technology
• Demonstrated success leading large, distributed BDR/SDR teams and delivering measurable pipeline growth
• Strong command of outbound, inbound, ABM/ABS motions, pipeline analytics, and conversion optimization
• Expertise with Salesforce and modern sales engagement platforms
• Excellent leadership, communication, negotiation, and cross-functional collaboration skills
• Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government

Skills

• Business Development
• Sales Development
• Revenue Leadership
• SaaS or Technology Experience
• Outbound, Inbound, ABM/ABS Motions
• Pipeline Analytics
• Conversion Optimization
• Leadership, Communication, Negotiation, Collaboration
• Public Sector, GovTech, Regulated Markets Experience

Benefits

• Flexibility & Balance
• Company-Wide Wellbeing Days
• Work From Home Reimbursement
• Health & Wellness
• On-Demand Mental Health Support
• Paid Parental Leave
• Traditional & Roth 401(k)
• Life & AD&D Insurance
• Online Learning Platforms
• Competitive Salary & Bonuses

Pay

USD $120,000.00 - USD $130,000.00 /Yr.

About Us

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 be a 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 and sometimes 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 employee population.

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.

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.