Director - Presales Operations

About the role

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.

Responsibilities

• 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

Requirements

• 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

Qualifications

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

Skills

• Strategic thinking and problem-solving
• Effective communication and presentation skills
• Collaboration and teamwork
• Project management and organizational skills
• Technical proficiency in relevant areas

Benefits

• Pay Range: USD $120,000.00 - USD $166,000.00 /Yr.
• Flexible Time Off
• Company-Wide Wellbeing Days
• Work From Home Reimbursement
• Multiple Health Plan Options
• Employer HSA Contributions
• Fitness Reimbursement Program
• On-Demand Mental Health Support
• Paid Parental Leave
• Traditional & Roth 401(k)
• Life & AD&D Insurance
• Online Learning Platforms
• Competitive Salary & Bonuses

Benefits

• Employee Resource Groups
• Coffee with Mark Sessions
• Microsoft Teams Communities
• Special Guest Speakers

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 includes:

• 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.

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.