Scope of Accounts- Limited portfolio of Verra Mobility's largest customers (e.g., top revenue concentration, multi-year contracts, platform-level integrations)
- Customers with: High annual revenue and EBITDA impact
- Multi-product or multi-business-unit footprint
- Executive-level stakeholders and complex governance
- Elevated renewal, reputational, or operational risk
What You'll DoExecutive Customer Ownership
- Serve as the primary executive point of accountability for assigned strategic accounts
- Translate strategic objectives into actionable initiatives that address both short-term wins and long-term market positioning
- Build and maintain C-suite and SVP-level relationships across customer organizations
- Act as a trusted advisor, aligning Verra Mobility's roadmap to customer long-term objectives
Revenue Protection & Expansion
- Own renewals, pricing strategy, and commercial negotiations for strategic accounts
- Identify and execute expansion opportunities (new products, services, geographies, use cases)
- Balance growth with margin discipline and contractual risk management
Strategic Account Planning
- Develop and lead multi-year strategic account plans including:Revenue and margin growth targetsRetention and risk mitigation strategiesProduct adoption and integration roadmapExecutive engagement cadence
- Regularly review account health with executive leadership
- Translate strategic objectives into actionable initiatives that address both short-term wins and long-term market positioning
Cross-Functional Leadership
- Collaborate with Product, Engineering, Sales, and Operations to craft customized solution proposals
- Orchestrate internal teams across: Sales, Product & Engineering
- Operations Finance & Legal Customer Success
- Ensure clear accountability, fast escalation, and disciplined execution on customer commitments
Customer Advocacy & Voice of the Customer
- Represent strategic customer needs internally to influence: Product prioritization
- Investment decisions Operating model improvements
- Translate customer pain points into actionable, revenue-generating solutions
- Ensure solutions deliver measurable impact on customer adoption, retention, and satisfaction.
- Customer Retention & Satisfaction: Strengthen relationships and ensure long-term value realization.
- Develops deep understanding of customer needs, procurement cycles, and value drivers.
- Brings customer insights directly into product and pricing decisions.
Risk Management & Escalation
- Proactively identify risks related to:Contract renewalsService performanceRegulatory or operational changes
- Lead executive-level issue resolution when stakes are high
Success Metrics
- Build strategic partnerships that accelerate growth
- Retention and renewal rate of top-tier accounts
- Net revenue growth and margin expansion within strategic customers
- Customer satisfaction and executive relationship depth
- Reduction in customer-related escalations and surprises
- Accuracy of forecast and renewal planning
What we're looking for- 10+ years of experience in strategic account management, enterprise sales, or commercial leadership
- Enterprise Sales experience in consulting, strategic planning, solutions architecture, or business development within mobility, transportation technology, government services, or a related field is highly preferred
- Proven success managing large, complex, multi-year customer relationships
- Strong ability to operate in complex matrix, cross-functional environments
- Excellent communication, negotiation, and leadership skills
- Passion for connecting customer needs to business results
- Strong executive presence with the ability to engage and influence C-suite stakeholders
- Experience navigating cross-functional organizations and complex deal structures
- Background in technology, SaaS, mobility, transportation, or regulated industries preferred
Verra Mobility ValuesAn ideal candidate for this role naturally works in alignment with the Verra Mobility Core Values:
- Own It. We focus on high performance and drive toward breakthrough outcomes. Our employees ensure accountability, optimize and align work, focus on the customer, and cultivate innovation.
- Do What's Right. We champion integrity and good character. Our team members model ethical behavior, demonstrate good judgment and are courageous.
- Choose Courage Over Comfort. We lean into the conversations, decisions and actions that move the business forward, even when they feel uncomfortable. We challenge assumptions, address issues early and prioritize progress over ease.
- Win Together. We believe in growing and inspiring people together. We seek people who collaborate, value differences, think and act globally, foster an engaging work environment, and recognize and develop others.
