Strategic Account Director at Versaterm

The Company Versaterm is a global public safety solutions company helping agencies transform how they serve their communities. Since 1977, we’ve been building an ecosystem of intuitive tools designed for public safety agencies, forensic labs, court systems, schools and other institutions. Through purposeful integrations and a selective growth strategy, we focus on improving workflows to help our customers achieve more efficient operations, better service and more just outcomes. Our teams are driven by innovation, expertise and an unwavering commitment to customer success. As we continue to grow and expand our ecosystem, you’ll have the opportunity to contribute to solutions that enhance community safety and transform the future of public safety technology. If you’re passionate about making a meaningful difference, we’d love to hear from you. The Role The Director leads state-level government affairs and strategic public sector initiatives to support the funding and adoption of public safety technology solutions. This role serves as a primary liaison with legislators, government agencies, and external partners, managing lobbyists and advancing appropriations and procurement strategies. The Director also leads cross-functional strategic projects that align government priorities with organizational capabilities while ensuring compliance with all applicable ethics and lobbying requirements. What You'll Do • Lead and execute state-level government affairs strategies to advance public safety technology initiatives, including legislative engagement, appropriations, and procurement. • Lead cross-functional strategic projects that advance government program implementation, pilots, and statewide initiatives. • Serve as a primary liaison with state and local government officials, legislators, agency leadership, and public safety stakeholders to build trusted, long-term partnerships. • Drive state and agency procurement strategies by leading RFP positioning, funding alignment, and acquisition pathways, and contracting in coordination with internal legal, compliance, and product teams. • Track and report on progress, outcomes, and impact of government initiatives and strategic projects. • Support long-range planning related to public sector expansion, funding pathways, and government program development. • Manage and coordinate external lobbyists and government relations partners, while directly engaging with legislators, legislative staff, and key policymakers to advance state-level public safety initiatives and appropriations, and representing the company's interests in multi-state legislative processes. • Act as the primary owner of strategic state-level accounts and opportunities, coordinating internal resources and leading all activities required to advance opportunities through contract execution and revenue attainment. What You'll Bring • Bachelor's degree in Business, Public Administration, or related field. • 10 years of experience in government sales or strategic account management. • Proven track record of selling SaaS solutions to state government agencies. • Demonstrated expertise in navigating complex state procurement, contracting, and compliance processes. • Strategic planning and account management expertise. • Exceptional communication and negotiation skills. • Ability to navigate complex government procurement processes. • Proficiency in CRM tools and sales analytics platforms. • Strong problem-solving and relationship-building capabilities. • Experience owning and expanding strategic state-level accounts through long-term relationship and revenue growth. • An equivalent combination of education, training, and relevant experience may be considered in lieu of the specific requirements listed. Impress Us With • Revenue growth and attainment of state-level sales targets. • Appropriations, budget allocations, or funding mechanisms secured or materially influenced. • Procurements or RFPs successfully advanced to contract execution. • Strategic government projects, pilots, or initiatives delivered on time • Effectiveness of legislator, agency, and stakeholder engagement, including management of external lobbyists. • Timely and accurate reporting of government initiatives, outcomes, and impact Note: This position requires security clearances due to the nature of our work with public safety agencies. Candidates must be legally authorized to work in Canada and must successfully obtain and maintain a Reliability security clearance from the Government of Canada. Additionally, candidates must comply with the FBI's Criminal Justice Information Services (CJIS) Security Policy and pass a comprehensive, fingerprint-based background check. Please note that specific customer contracts may impose additional security verification requirements. Obtaining and maintaining all required security clearances is a condition of employment. For more information, please visit Public Services and Procurement Canada for Reliability clearance details and the FBI's CJIS Security Policy Resource Center for CJIS requirements. Versaterm is committed to fair and equitable compensation that is competitive, consistent, and aligned with the value each role contributes to our organization. The starting salary for this position will be dependent upon many factors, such as the successful candidate’s skills, experience, education, training as well as internal equity, market data, and business needs. In addition to base salary and our comprehensive benefits offering, some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses. Versaterm does not use AI in the recruitment process. All stages of recruitment decisions are lead by people, including our qualified acquisition team and our experienced hiring managers. Versaterm is an equal opportunity employer and is committed to equity, diversity, inclusion, and a barrier-free workplace. Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment. For more information, please contact [Upgrade to PRO to see contact].