What you'll do
· Develop and execute a Mass Market sales plan for an assigned territory or portfolio, with accountability for pipeline development, bookings, revenue growth, and achievement of sales targets.
· Identify, prospect, qualify, and develop expansion opportunities with government agencies, municipalities, public sector organizations, and other target clients.
· Build and maintain strong relationships with existing clients by serving as a trusted advisor and primary commercial point of contact throughout the sales process.
· Lead consultative sales conversations to understand client objectives, operational challenges, business requirements, and desired outcomes, and position solutions that address those needs.
· Manage the full sales cycle from prospecting and discovery through solution development, proposal, negotiation, contracting, and close.
· Develop account strategies, opportunity plans, presentations, proposals, and business cases that clearly communicate the value and expected outcomes of Verra Mobility solutions.
· Conduct executive-level presentations, demonstrations, meetings, and negotiations with decision-makers and stakeholders across client organizations.
· Build and maintain a healthy, accurate sales pipeline and provide regular forecasts, opportunity updates, competitive intelligence, and risk assessments to sales leadership.
· Collaborate cross-functionally with Client Success, Operations, Product, Finance, Legal, Marketing, IT, and other internal teams to develop solutions, respond to client requirements, and successfully close business.
· Coordinate responses to RFPs, RFIs, solicitations, and other formal procurement processes, ensuring submissions are accurate, compelling, compliant, and aligned with client requirements.
· Negotiate commercial terms, pricing, contracts, and agreements in partnership with leadership and internal stakeholders while protecting company objectives and creating long-term customer value.
· Develop territory and account plans that identify target organizations, key stakeholders, buying processes, competitive considerations, and opportunities for expansion.
· Maintain a strong understanding of Verra Mobility products, services, market positioning, industry trends, competitive offerings, and client use cases in order to effectively articulate differentiated value.
· Monitor market and competitive activity and communicate trends, customer feedback, and emerging opportunities to sales and company leadership.
· Partner with Client Success and other teams to ensure a smooth transition from closed sale to implementation and ongoing client relationship management.
· Maintain accurate and timely customer, opportunity, activity, and forecast information within CRM and other required systems.
· Represent Verra Mobility at client meetings, industry events, conferences, and other business development activities, with travel as needed for prospecting, sales presentations, negotiations, and relationship management.
What we're looking for
· Bachelor's degree preferred, or an equivalent combination of education, training, and experience is required.
· 5+ years of progressive experience in B2B sales, enterprise sales, account management, business development, or a related client-facing commercial role.
· Demonstrated track record of achieving or exceeding sales targets and developing new business within complex sales environments.
· Experience selling to government agencies, municipalities, public sector clients, or regulated industries strongly preferred.
· Experience managing complex, consultative sales cycles involving multiple stakeholders, procurement processes, contracts, and executive decision-makers.
· Demonstrated ability to prospect, develop relationships, qualify opportunities, build pipeline, and convert opportunities into revenue.
· Strong consultative selling and negotiation skills, with the ability to understand customer challenges and connect business needs to…