Director - Business Development

About this role

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
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. That includes:

• Driving pipeline creation across new and existing accounts

• Ensuring deep account penetration and qualification prior to Sales engagement

• Multi‑threading outreach across buying groups and decision‑makers

• Accelerating pipeline by re‑engaging stalled or at‑risk opportunities

• Routing buyers into compounding marketing motions, including events, demand generation, and ABM programs across multiple segments.

• Building an amazing team culture focused on collaboration and shared accountability.

What Your Impact Will Look Like

• Strategy, Pipeline & Market Development

• 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.

• Team Leadership & Performance Management

• 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.

• Execution Quality & Operational Excellence

• 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

• Cross‑Functional GTM Alignment

• 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.

You Will Love This Job If You Have

• 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

• Experience implementing AI‑driven or data‑driven tools to enhance prospecting, prioritization, and coaching.

• 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

• Experience supporting international GTM motions across distributed, geographically diverse teams

Pay Range
USD $120,000.00 - USD $130,000.00 /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…