Utilities Account Executive - Texas

Account Executive Drive revenue growth by helping Texas utility and energy agencies modernize how they serve their communities. This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined Texas territory, focused exclusively on utilities, municipal utility districts (MUDs), electric cooperatives, water districts, and power/energy agencies. You'll navigate complex, multi-stakeholder sales cycles (typically 618 months) with deal sizes ranging from $10K$250K+ ARR. Success requires value-based selling, strong discovery skills, and the ability to build consensus among elected boards, general managers, and department heads. This role sits within our Local Government Sales Team with full support from customer success, solution consultants, marketing, product, and implementation teams. What Makes This Role Different This isn't selling to a single city manager. Texas utility districtsfrom electric coops to water authorities to MUDshave elected boards, rate-payer accountability, and deeply unique governance structures. The sales cycles are complex, but the deals are stickier, the mission is real, and you're building something new. If you want to be the expert in an underserved market with strong support, let's talk. What Your Impact Will Look Like Identify market trends, best practices, referrals, and new opportunity areas Own the full sales cyclefrom prospecting and discovery through demo coordination, proposal, and closefor Texas utility and energy agencies Develop a comprehensive sales strategy and business plan to up-sell and cross-sell new products and services to existing client partners within the Texas utility territory Build and maintain a pipeline with 3x+ quota coverage; manage forecasts within 10% accuracy in Salesforce Lead discovery conversations using value-based selling methodology to uncover operational pain, stakeholder priorities, and budget drivers Coordinate and manage all meetings and touchpoints; solution consultants lead product demonstrations for qualified opportunities Virtual and face-to-face meetings Prepare engaging presentations and demonstrations to groups ranging from 1 to 45+ stakeholders Navigate multi-stakeholder deals including general managers, finance directors, IT, and elected boards Identify and pursue expansion opportunities within existing Granicus customers across the Texas utility segment Maintain consistent daily and weekly activity rhythmsoutbound calls, emails, LinkedIn, and referral engagementthat serve as leading indicators for pipeline health Attend relevant Texas industry events (TASB, AWBD, TML, TCEQ-related conferences) to build market presence and referral relationships Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process Develop deep personal expertise and understanding of company solutions Represent Granicus in a positive manner, foster trust, and reinforce thought leadership Other duties as assigned You Will Love This Job If You Have 3-5+ years of consistent quota overachievement in software, technical, or consultative salesproof, not potential Experience selling to government, utilities, or public sector organizations; understanding of procurement cycles and multi-stakeholder decisions Complex deal and sales funnel management: successfully navigated 618 month sales cycles with deals ranging $10K$250K ARR Texas market knowledge: familiarity with MUDs, PUDs, electric coops, water districts, or similar public utility structures CRM excellence: Salesforce is your system of record, not an administrative burden Value-based selling discipline: you connect solutions to outcomes, not features Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives Previous experience with government or parliamentary procedure is a plus Proficient with MS Office product suites Experience using Salesforce.com is a plus, but not required Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust What Will Set You Apart Intellectual curiosity about how things workyou genuinely want to understand district governance, rate structures, and board dynamics Patience with purpose: you use longer timelines strategically rather than fighting them Political savvy: you can read room dynamics and build consensus without getting entangled in local politics Discovery expertise that uncovers what prospects don't yet know they need Credibility across all organizational levelsequally comfortable presenting to a district's management team or a 9-member elected board Platform thinking: you see how multiple solutions work together rather than selling point products Fast learner: you absorb product knowledge quickly and translate it into value propositions for different utility types Self-motivated and driven to succeed; takes initiative, willing to go the extra mile Pay Range USD $65,000.00 - USD $85,000.00 /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 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. The Benefits At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balancestarting 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

Created: 2026-03-05