Position Overview

The Strategic Account Executive is responsible for pursuing and acquiring high-value strategic accounts, primarily focusing on large cities and municipalities in North America. This role requires a sophisticated sales approach, focusing on building relationships with executive-level decision-makers, influencing multi-year deals, and driving significant growth. The Strategic Account Executive will serve as a trusted advisor, understanding the unique challenges faced by large clients and delivering tailored solutions that demonstrate Verra Mobility's market leadership. Success in this role will depend on the ability to manage complex sales cycles, build long-term partnerships, and develop new opportunities with key strategic accounts.
What you'll do
• Develop and execute a strategic sales plan for an assigned territory or portfolio, with accountability for pipeline development, bookings, revenue growth, and achievement of sales targets.
• Identify, prospect, qualify, and develop new business opportunities with government agencies, municipalities, public sector organizations, and other target clients.
• Build and maintain strong relationships with prospective and existing clients by serving as a trusted advisor and primary commercial point of contact throughout the sales process.
• Lead consultative sales conversations to understand client objectives, operational challenges, business requirements, and desired outcomes, and position solutions that address those needs.
• Manage the full sales cycle from prospecting and discovery through solution development, proposal, negotiation, contracting, and close.
• Develop compelling account strategies, opportunity plans, presentations, proposals, and business cases that clearly communicate the value and expected outcomes of Verra Mobility solutions.
• Conduct executive-level presentations, demonstrations, meetings, and negotiations with decision-makers and stakeholders across client organizations.
• Build and maintain a healthy, accurate sales pipeline and provide regular forecasts, opportunity updates, competitive intelligence, and risk assessments to sales leadership.
• Collaborate cross-functionally with Client Success, Operations, Product, Finance, Legal, Marketing, IT, and other internal teams to develop solutions, respond to client requirements, and successfully close business.
• Coordinate responses to RFPs, RFIs, solicitations, and other formal procurement processes, ensuring submissions are accurate, compelling, compliant, and aligned with client requirements.
• Negotiate commercial terms, pricing, contracts, and agreements in partnership with leadership and internal stakeholders while protecting company objectives and creating long-term customer value.
• Develop territory and account plans that identify target organizations, key stakeholders, buying processes, competitive considerations, and opportunities for expansion.
• Maintain a strong understanding of Verra Mobility products, services, market positioning, industry trends, competitive offerings, and client use cases in order to effectively articulate differentiated value.
• Monitor market and competitive activity and communicate trends, customer feedback, and emerging opportunities to sales and company leadership.
• Partner with Client Success and other teams to ensure a smooth transition from closed sale to implementation and ongoing client relationship management.
• Maintain accurate and timely customer, opportunity, activity, and forecast information within CRM and other required systems.
• Represent Verra Mobility at client meetings, industry events, conferences, and other business development activities, with travel as needed for prospecting, sales presentations, negotiations, and relationship management.
What we're looking for
• Bachelor's degree preferred, or an equivalent combination of education, training, and experience is required.
• 5+ years of progressive experience in B2B sales, enterprise sales, account management, business development, or a related client-facing commercial role.
• Demonstrated track record of achieving or exceeding sales targets and developing new business within complex sales environments.
• Experience selling to government agencies, municipalities, public sector clients, or regulated industries strongly preferred.
• Experience managing complex, consultative sales cycles involving multiple stakeholders, procurement processes, contracts, and executive decision-makers.
• Demonstrated ability to prospect, develop relationships, qualify opportunities, build pipeline, and convert opportunities into revenue.
• Strong consultative selling and negotiation skills, with the ability to understand customer challenges and connect business needs to differentiated solutions.
• Proven ability to build trusted relationships with executive leaders and decision-makers and effectively communicate business value at multiple organizational levels.
• Strong business acumen and analytical skills, with the ability to develop account strategies, assess opportunities, understand financial considerations, and make data-informed decisions.
• Excellent verbal and written communication and presentation skills, with the ability to deliver compelling proposals, presentations, demonstrations, and executive-level business cases.
• Strong organizational and time-management skills, with the ability to manage multiple opportunities, deadlines, stakeholders, and priorities in a fast-paced environment.
• Experience working collaboratively across Sales, Client Success, Operations, Product, Finance, Legal, Marketing, and other cross-functional teams.
• Strong technical aptitude with proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook); experience with CRM platforms preferred.
• Self-motivated, competitive, and action-oriented, with the resilience and persistence required to develop business and navigate complex sales cycles.
• Willingness and ability to travel as needed for client meetings, onsite presentations, implementations, industry conferences, and business development activities.