Strategic Director of Account Management

About the Company

Verra Mobility is a global leader in smart mobility, developing technology-enabled solutions that help the world move safely and easily. We foster safe cities by partnering with police departments and municipalities to install over 4,000 red-light, speed, and school bus stop arm safety cameras across North America. We also create smart roadways, serving the world’s largest commercial fleets and rental car companies to manage tolling transactions and violations for over 8.5 million vehicles. Additionally, we are a leading provider of connected systems, processing nearly 165 million transactions each year across 50+ individual tolling authorities.

Culture

Verra Mobility is a rapidly-growing, entrepreneurial company that operates with a people-first philosophy and approach. The company lives by its core values—Do What’s Right, Lead with Grace, Win Together, and Own It—in everything it does for its customers and team members. We seek to grow aggressively, both organically and through acquisition, to continue as the undisputed market leader. Our five core competencies are: bias for action, customer focus, teamwork, drive for results, and commitment to excellence.

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

Responsibilities

• Executive 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 targets
    • Retention and risk mitigation strategies
    • Product adoption and integration roadmap
    • Executive engagement cadence
  • Regularly review account health with executive leadership
• 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, and 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, and 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
  • Develop a deep understanding of customer needs, procurement cycles, and value drivers
  • Bring customer insights directly into product and pricing decisions
• Risk Management & Escalation
  • Proactively identify risks related to contract renewals, service performance, regulatory, 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

Requirements

• 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

Core Values

• Own It: Focus on high performance and drive toward breakthrough outcomes. Ensure accountability, optimize and align work, focus on the customer, and cultivate innovation.
• Do What’s Right: Champion integrity and good character. Model ethical behavior, demonstrate good judgment, and act courageously.
• Choose Courage Over Comfort: Lean into conversations, decisions, and actions that move the business forward, even when uncomfortable. Challenge assumptions, address issues early, and prioritize progress over ease.
• Win Together: Grow and inspire people together. Collaborate, value differences, think and act globally, foster an engaging work environment, and recognize and develop others.