Director, Special Markets

Versaterm is a global public safety solutions company helping agencies transform how they serve their communities. Since 1977, we have built 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.

• Own quarterly and annual bookings targets for Specialty Markets.
• Build and maintain healthy pipeline coverage across all specialty product lines.
• Inspect deals at each stage to ensure qualification, momentum, and close plans.
• Drive consistent use of MEDDPICC with evidence in CRM.
• Enforce mutual action planning and disciplined close execution.
• Coach Account Executives on deal strategy, discovery, and competitive positioning.
• Run regular deal reviews focused on risk, next steps, and decision control.
• Develop reps from execution focused sellers into disciplined enterprise operators.
• Set clear performance expectations and hold the team accountable to outcomes.
• Run forecast, pipeline, and inspection cadence.
• Partner with Revenue Operations to ensure clean data and predictable reporting.
• Identify pipeline gaps early and drive corrective actions.
• Provide concise, fact-based updates to senior sales leadership.
• Partner with Product to align roadmap positioning and specialty product messaging.

• 5 to 8 years of enterprise or public sector sales experience.
• 3 or more years leading Account Executives or sales teams.
• Bachelor's degree in Business, Sales, or related field (or equivalent experience).
• Background in PE-backed or high-growth SaaS environments.
• Excellent communication, negotiation, and relationship-building skills.
• Possess exceptional leadership and coaching abilities.
• Strong working knowledge of Challenger Sale and MEDDPICC frameworks.
• Strategic thinker with strong business acumen.
• Demonstrated success in driving revenue growth and expanding into new markets.
• Experience selling public safety, justice, or regulated government solutions.
• Experience leading specialty or multi-product sales teams.
• Proven success owning team bookings and pipeline targets.
• Experience selling complex SaaS solutions with long sales cycles and influence executive-level stakeholders.
• Demonstrated ability to forecast accurately and run inspection cadence.

Due to the nature of our work with public safety agencies, this position requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive, fingerprint‑based background check. Specific customer contracts may impose additional security verification requirements. Obtaining and maintaining all required security clearances is a condition of employment.

The starting salary for this position will be determined by the candidate's skills, experience, education, training, internal equity, market data, and business needs. In addition to a base salary, some roles may be eligible for variable compensation such as incentive plans or discretionary performance bonuses. Versaterm offers a comprehensive benefits package, including health, dental, vision, life insurance, paid time off, and other benefits.

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.