Business Development Manager - EMEA Tourism
Job Summary
Job Description
The Business Development Manager will drive revenue growth within the tourism segment by identifying, educating, and engaging prospective clients such as destination marketing organizations and tourism departments. Key responsibilities include prospecting, pipeline management, sales presentations and demonstrations, sales planning and execution, sales operations and reporting, and relationship building with clients. The role involves managing a significant territory and requires frequent travel for client meetings and events. The ideal candidate will have experience in the tourism industry and a strong technology sales background.
Must have:
- Experience in SaaS or technology sales
- Experience in selling to destination marketing organizations
- Ability to prospect, manage, and close sales opportunities
- Strong technical aptitude
- Exceptional communication skills
- Proven networking abilities
- Relentless work ethic
- Proficiency in CRM systems
13 skills required
Job Details
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 their constituents together. We are on a mission to support our customers by 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 powering an unmatched Subscriber Network that uses 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.
We are seeking a dynamic, customer-centric sales professional to drive revenue growth within our tourism segment. This role focuses on identifying, educating, and engaging prospective clients—including destination marketing/management organisations (aka Visitor Economy based organisations, convention, events and visitors bureaus) Local Visitor Economy Partnerships, regional and state tourism departments, chambers of commerce and other travel/tourism-related organisations —using consultative and insight-driven selling techniques. The ideal candidate will have experience in the tourism/destination marketing industry, a strong technology sales background, exceptional communication skills, and a relentless drive to exceed sales targets in a fast-paced, innovative environment.
Key Responsibilities:
- Drive sales generation and foster market expansion within a designated territory.
- Collaborate closely with the Marketing Team / Business Development Reps to ensure a robust lead pipeline and effective lead nurturing.
- Set up and deliver engaging sales presentations and customised software demonstrations tailored to the unique needs of destination marketing and travel organisations.
- Respond to Requests for Tenders/Proposals and craft compelling value propositions that articulate how Granicus will help achieve the desired outcomes and business impact.
- Develop and execute strategic sales plans aimed at surpassing quarterly and annual revenue targets, leveraging market insights to refine strategies.
- Lead collaborative efforts, coordinating with internal teams (sales support, marketing, and solution consultants) to deliver comprehensive proposals.
- Maintain meticulous documentation in our CRM system, tracking all prospect and customer interactions, revenue forecasts, and sales activities.
- Prepare and deliver periodic business reviews, highlighting performance insights and market trends.
- Cultivate a network of key industry stakeholders in the tourism and travel sectors.
- Engage prospects through consultative, insight-based selling techniques that address complex business challenges, improve workflows, and optimise overall outcomes.
- Build trust and credibility with clients at every level—from one-on-one engagements to group presentations.
- Independently manage a significant territory and be prepared to travel frequently for client meetings, conferences, and industry events.
- Identify and capitalise on opportunities for collaborative selling and strategic partnerships that enhance market reach and customer success.
Prospecting & Pipeline Management:
Sales Presentations & Demonstrations:
Sales Planning & Execution:
Sales Operations & Reporting:
Relationship Building & Client Engagement
Additional Responsibilities:
Qualifications:
- Proven track record in SaaS or technology sales, with direct experience selling to destination marketing or travel-related organisations.
- Demonstrated ability to prospect, manage, and close complex sales opportunities across broad geographic areas.
- Strong technical aptitude with an understanding of how technology intersects with business processes, goals, and outcomes.
- Ability to quickly grasp complex customer requirements spanning operational, business, and technical domains.
- Exceptional written and verbal communication skills, comfortable engaging with diverse audiences—from individual prospects to large groups.
- A dynamic, outgoing, and confident personality with proven networking abilities at every organisational level.
- Relentless work ethic with a proven track record in high-paced, target-driven environments.
- Highly organised, motivated, and meticulous, with strong proficiency in CRM systems (e.g., Salesforce) to drive efficiency.
- Thrive in dynamic environments; adept at managing multiple priorities and overcoming obstacles.
- A forward-thinking, strategic mindset with the ability to anticipate market trends and tailor sales strategies accordingly.
- Empathetic, with the ability to understand and align with customer perspectives and needs.
- A solution-oriented approach with strong influencing abilities and persuasive communication skills.
Experience & Industry Knowledge:
Technical & Business Acumen:
Communication & Interpersonal Skills:
Sales & Organisational Competencies:
Adaptability & Strategic Thinking:
Additional Attributes:
Why you'll love this job:
- Diverse Impact: Play a key role in driving success across the travel and tourism sectors, delivering solutions that transform customer engagement strategies.
- Autonomy & Collaboration: Enjoy the balance of independent territory management with the support of collaborative, cross-functional teams.
- Growth & Development: Join a forward-thinking organisation that values innovation, personal development, and the pursuit of excellence in sales.
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.
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 regarding public assistance, familial status, military or veteran status or any other status protected by applicable law.
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