Vice President of Sales

Verra Mobility is seeking a dynamic, commercially driven Vice President of Sales & Account Management, Government Solutions – Safety to lead revenue growth, strategic customer relationships, and account retention across assigned markets.

This executive will have dual responsibility for leading a high-performing sales organization focused on new business development and expansion, while overseeing the Eastern Strategic Account Management team responsible for some of Verra Mobility's largest and highest annual recurring revenue (ARR) customers, particularly within red-light and speed safety enforcement programs.

The VP will develop and execute comprehensive strategies to expand Verra Mobility's presence across the public-sector transportation safety market while ensuring the continued success, retention, and growth of existing strategic customer relationships.

A critical component of this role is protecting and growing Verra Mobility's existing revenue base. The VP will lead the Eastern Strategic Account Management team in maintaining a 95% or greater customer renewal rate, driving year-over-year revenue growth through program expansions, and developing strong executive-level relationships with government clients. This includes ensuring that client programs meet established performance expectations, contractual obligations, and public safety objectives.

The successful candidate will bring a strong understanding of complex government sales cycles, public-sector procurement, strategic account management, contract negotiations, and the transportation safety ecosystem. This leader must balance aggressive new business development with exceptional customer service, operational accountability, and long-term customer partnerships.

As a member of the Government Solutions leadership team, this executive will partner closely with Product Management, Government Affairs, Legal, Finance, Operations, Implementation, Engineering, and other internal teams to ensure a coordinated approach to sales growth, customer retention, operational performance, and profitability.

The VP will establish disciplined sales and account management execution, develop future leaders, and deliver measurable results across bookings, revenue growth, customer retention, program expansion, and profitability.

This is an opportunity to lead two critical commercial functions in a business where sustained growth and strong customer partnerships directly support safer roads and stronger communities.

Essential Responsibilities

Sales Strategy & Revenue Growth

• Develop and execute comprehensive sales strategies aligned with Verra Mobility's enterprise objectives and long-term growth priorities.
• Own revenue growth, bookings, pipeline development, and sales performance across assigned safety markets and product portfolios.
• Identify and capture new market opportunities across municipal, county, state, and other public-sector organizations.
• Develop strategic growth plans for key markets, geographies, customer segments, and safety solutions.
• Drive new customer acquisition and expansion opportunities through additional program adoption, geographic expansion, and portfolio penetration.
• Establish clear sales targets, territory strategies, account plans, and performance expectations.
• Identify emerging market opportunities, competitive threats, legislative developments, and customer trends that influence purchasing decisions.
• Partner with executive leadership to develop annual operating plans, long-range growth strategies, and commercial forecasts.

Strategic Account Management, Retention & Expansion

• Lead the Eastern Strategic Account Management team, responsible for overseeing some of Verra Mobility's highest-ARR government customers, including major red-light and speed safety enforcement programs.
• Establish and execute comprehensive account management strategies focused on customer retention, revenue protection, year-over-year growth, and long-term strategic partnerships.
• Maintain a customer renewal rate of 95% or greater, proactively identifying and mitigating contract renewal risks, competitive threats, and customer dissatisfaction.
• Drive year-over-year revenue growth within the existing customer portfolio through program expansions, additional enforcement locations, new safety solutions, and contract enhancements.
• Ensure Strategic Account Managers maintain strong relationships with senior government officials, including city managers, mayors, police chiefs, transportation directors, and other key decision-makers.
• Provide executive-level engagement and sponsorship for critical customer relationships, contract renewals, program expansions, and escalations.
• Establish structured account planning, executive engagement strategies, renewal forecasting, and performance reviews for high-value customers.
• Ensure account teams proactively monitor program performance, customer satisfaction, contractual commitments, and emerging risks that could impact retention or growth.
• Work closely with municipal leadership and internal operational teams to ensure customer programs achieve established performance metrics, service expectations, and public safety objectives.
• Lead complex contract renewals, amendments, commercial negotiations, and strategic customer initiatives.
• Develop account management leaders who can effectively balance customer advocacy, operational performance, financial results, and long-term account growth.
• Foster a proactive, customer-focused culture emphasizing accountability, responsiveness, and continuous improvement.

Government & Executive Relationship Development

• Build and maintain trusted relationships with mayors, city managers, transportation directors, police chiefs, public works leaders, school district executives, procurement officials, and other government decision-makers.
• Develop and maintain executive-level relationships with strategically important municipal, county, state, and regional customers.
• Serve as an executive sponsor for high-value strategic accounts, major sales pursuits, contract renewals, and sensitive customer issues.
• Lead complex, multi-stakeholder commercial discussions involving public procurement processes, RFPs, competitive evaluations, and contract negotiations.
• Position Verra Mobility as a long-term strategic partner focused on measurable public safety outcomes, operational excellence, and technology innovation.
• Strengthen executive engagement throughout the entire customer lifecycle, from initial sales pursuit through implementation, ongoing program management, renewal, and expansion.
• Represent Verra Mobility at industry conferences, government forums, transportation safety events, and strategic customer meetings.

Sales & Account Management Execution

• Establish disciplined, metrics-driven sales and account management organizations with consistent forecasting, performance monitoring, accountability, and execution processes.
• Drive sales accountability for pipeline coverage, conversion rates, win rates, contract value, sales cycle duration, and revenue attainment.
• Establish account management performance expectations for customer retention, renewal rates, year-over-year ARR growth, account expansion, executive engagement, and customer satisfaction.
• Oversee strategic pursuits, complex proposals, RFP responses, pricing strategies, contract renewals, and negotiations.
• Ensure Strategic Account Managers maintain comprehensive account plans identifying renewal timelines, expansion opportunities, customer priorities, and potential risks.
• Develop repeatable methodologies, value propositions, competitive positioning, and business cases demonstrating the economic and public safety benefits of Verra Mobility solutions.
• Improve organizational productivity through effective territory management, account segmentation, resource allocation, and performance management.
• Maintain accurate revenue forecasts and provide executive leadership with timely visibility into pipeline health, renewal risks, account growth opportunities, and overall commercial performance.
• Establish best practices for competitive intelligence, customer engagement, opportunity management, and strategic account planning.

Customer Success & Program Performance

• Provide executive oversight to ensure strategic customer programs consistently meet contractual obligations, established performance metrics, and customer expectations.
• Partner with Operations, Engineering, Implementation, Product Management, and other internal stakeholders to resolve program performance challenges and improve service delivery.
• Work directly with city leadership and senior government stakeholders to understand program objectives, evaluate performance, and develop improvement strategies.
• Ensure account management teams proactively identify operational issues, customer concerns, and performance trends before they escalate into retention risks.
• Lead cross-functional efforts to resolve significant customer escalations, operational challenges, and contractual concerns.
• Establish regular business reviews with strategic customers to evaluate program performance, demonstrate value, identify improvement opportunities, and strengthen relationships.
• Advocate for customer needs and ensure internal teams remain aligned with contractual commitments, program requirements, and long-term customer success.
• Promote continuous improvement in customer service, program performance, and operational responsiveness.

Market Expansion & Solution Positioning

• Accelerate market adoption and expansion of Verra Mobility's safety solutions, including:
• Red-light safety programs.
• Speed safety and automated speed enforcement.
• School bus stop-arm safety.
• Work zone safety.
• Other automated traffic enforcement and intelligent transportation solutions.
• Identify new applications, customer segments, and adjacent markets where Verra Mobility's technology can address emerging transportation safety challenges.
• Develop market-entry strategies for new geographies and jurisdictions.
• Identify opportunities to expand existing customer programs through additional enforcement technologies and solutions.
• Partner with Marketing and Product Management to refine market positioning, messaging, and differentiated value propositions.
• Translate customer feedback, industry trends, legislative developments, and competitive intelligence into actionable growth strategies.
• Advocate for customer needs and market opportunities in product roadmap and portfolio discussions.

Organizational Leadership & Talent Development

• Build, lead, and develop high-performing Sales and Eastern Strategic Account Management teams capable of delivering sustained revenue growth and exceptional customer retention.
• Recruit, coach, and retain exceptional sales and account management talent while developing future commercial leaders.
• Establish a culture of accountability, customer focus, collaboration, proactive problem-solving, and continuous improvement.
• Develop leaders capable of managing complex government relationships, major sales opportunities, high-value strategic accounts, and challenging customer situations.
• Create clear performance expectations, development plans, and succession strategies across both organizations.
• Foster collaboration between Sales and Account Management to maximize expansion opportunities and ensure continuity throughout the customer lifecycle.
• Promote strong working relationships across geographically distributed teams and internal functional partners.
• Lead organizational change and continuously improve the effectiveness, scalability, and performance of both functions.

Cross-Functional Leadership & Collaboration

• Partner with Product Management, Operations, Implementation, Engineering, Finance, Legal, Marketing, and other internal teams to deliver an exceptional customer experience.
• Collaborate with Government Affairs and other stakeholders to understand legislative, regulatory, and public-sector procurement developments impacting new and existing customers.
• Ensure commercial commitments align with operational capabilities, implementation requirements, contractual obligations, and financial objectives.
• Coordinate cross-functional resources to address customer escalations, program performance issues, renewal risks, and expansion opportunities.
• Ensure strategic customer needs are effectively communicated, prioritized, and addressed across the organization.
• Develop feedback mechanisms that connect customer insights and field intelligence to product innovation, operational improvements, and business strategy.
• Serve as an executive escalation point for critical customer relationships, significant operational challenges, and strategic commercial opportunities.

Financial & Business Performance

• Own the commercial performance of the assigned Sales and Eastern Strategic Account Management organizations.
• Deliver annual revenue, bookings, customer retention, and account expansion objectives.
• Protect existing recurring revenue while driving profitable growth through new business acquisition and expansion of strategic customer programs.
• Partner with Finance to develop revenue forecasts, annual budgets, renewal projections, pipeline models, and long-range financial plans.
• Evaluate commercial opportunities based on revenue potential, profitability, implementation requirements, customer value, and strategic importance.
• Monitor sales and account management performance and proactively implement corrective actions when results fall below expectations.
• Balance near-term growth objectives with long-term customer relationships, contract sustainability, and profitability.

Leadership Capabilities & Experience

We are looking for a commercially minded executive who combines strategic vision, exceptional sales and account management leadership, strong government relationships, and a proven ability to deliver measurable results.

The ideal candidate will demonstrate:

Executive Sales & Account Management Leadership

• Proven ability to lead complex B2G, enterprise, or public-sector sales and strategic account management organizations.
• Demonstrated success delivering significant new business growth while maintaining high customer retention and expanding existing customer revenue.
• Experience overseeing large, high-value customer portfolios with significant recurring revenue responsibility.
• Ability to establish high-performance sales and account management cultures with measurable accountability.
• Proven success developing and maintaining executive-level customer relationships and leading complex contract renewals and negotiations.

Government Market Expertise

• Deep understanding of state and local government sales environments, public-sector procurement, and government contract management.
• Experience selling and managing technology-enabled solutions for municipalities, transportation agencies, law enforcement organizations, school districts, or other government entities.
• Understanding of government budgeting, RFP processes, contract negotiations, multi-year agreements, and complex purchasing cycles.
• Ability to build and maintain trusted relationships with senior government executives and elected and appointed officials.
• Experience navigating politically sensitive customer environments, operational challenges, and complex stakeholder relationships.

Strategic & Commercial Acumen

• Ability to develop long-term growth and customer retention strategies while executing against near-term revenue objectives.
• Exceptional negotiation, business development, strategic account management, and customer relationship management capabilities.
• Strong financial acumen, including revenue forecasting, recurring revenue management, pricing, contract economics, and profitability.
• Ability to identify expansion opportunities within existing customer relationships and translate customer needs into commercial growth.
• Demonstrated ability to identify customer risks and lead successful retention and recovery strategies.

Organizational Leadership

• Demonstrated success recruiting, developing, and retaining high-performing sales and account management leaders and teams.
• Strong coaching, communication, and executive presence.
• Ability to influence across a matrixed organization and build effective cross-functional partnerships.
• Experience leading through organizational change, business growth, and operational transformation.
• Ability to establish accountability while promoting collaboration and customer-focused decision-making.

Executive Communication & Influence

• Exceptional presentation, communication, and relationship-building skills.
• Ability to articulate complex technology solutions, program performance, and business value to senior government and corporate executives.
• Confidence representing the company in high-profile customer engagements, industry forums, contract negotiations, and executive-level escalations.
• Ability to influence executive leadership and align internal stakeholders around commercial and customer priorities.

Qualifications

• 15+ years of progressive sales, account management, business development, or commercial leadership experience.
• At least 7 years in senior commercial leadership roles, preferably at the VP or equivalent level.
• Demonstrated success leading enterprise or government-focused sales and strategic account management organizations with significant revenue responsibility.
• Proven track record driving new business growth, retaining high-value customers, and expanding recurring revenue within existing accounts.
• Experience managing large strategic customer portfolios, complex contract renewals, long sales cycles, competitive procurement processes, and multi-year government contracts.
• Proven experience building and developing high-performing, geographically distributed sales and account management teams.
• Strong understanding of government procurement, budgeting, contracting, and public-sector customer relationship management.
• Experience in B2G, GovTech, public safety, transportation, smart cities, SaaS, or adjacent technology-enabled markets.
• Bachelor's degree in Business, Marketing, Public Administration, or a related field; MBA or equivalent advanced degree preferred.
• Willingness to travel extensively to support customer relationships, strategic opportunities, and team leadership.

Measures of Success

Success in this role will be measured by the executive's ability to:

Sales Growth & New Business

• Consistently achieve or exceed annual sales bookings and revenue targets.
• Build a sustainable, qualified pipeline supporting long-term growth.
• Increase market penetration and adoption of Verra Mobility's safety solutions.
• Improve sales conversion, win rates, forecasting accuracy, and overall sales productivity.

Strategic Account Retention & Expansion

• Maintain a 95% or greater customer renewal rate across the assigned strategic account portfolio.
• Deliver year-over-year ARR growth through expansion of existing customer programs.
• Protect and grow revenue from Verra Mobility's highest-value strategic customers.
• Maintain strong executive-level relationships with key government customers and decision-makers.
• Proactively identify and mitigate customer retention risks and competitive threats.

Customer Success & Operational Performance

• Ensure strategic customer programs consistently meet established performance metrics and contractual expectations.
• Improve customer satisfaction, executive engagement, and long-term partnership strength.
• Effectively coordinate cross-functional resources to resolve customer challenges and improve program outcomes.
• Establish a proactive account management culture focused on customer success, accountability, and continuous improvement.

Leadership & Financial Performance

• Build strong, accountable, and scalable Sales and Strategic Account Management organizations.
• Drive profitable revenue growth while protecting existing recurring revenue.
• Develop future leaders and strengthen cross-functional collaboration.
• Reinforce Verra Mobility's position as a trusted, long-term partner in transportation safety.