Director, Strategic Accounts

Verra Mobility•New York, SC

About The Position

The Director of Strategic Accounts is responsible for owning, protecting, and expanding Verra Mobility’s highest-revenue, highest-risk, and highest-strategic-value customers. This role serves as the single accountable executive owner for a small portfolio of top-tier accounts, ensuring long-term retention, profitable growth, and deep partnership alignment. This position is not quota-only sales; it is enterprise account leadership, operating at the intersection of commercial strategy, executive relationship management, and cross-functional orchestration. Success in this role means balancing ambition with accountability - building partnerships that drive growth, ensuring clarity around commercial decisions, and keeping Verra Mobility’s mission connected to customer and business results. This role combines market intelligence, solution consulting, industry engagement, and change management to ensure Verra Mobility remains at the forefront of industry transformation. The ideal candidate will have the curiosity of a consultant, the credibility of an industry thought leader, and the discipline of a program driver. This role will primarily be focused on optimizing revenue growth within existing clients and strategic relationships with C-Level clients. We are looking for someone who brings knowledge and experience with fleets, FMC, telematics, to drive successful revenue growth opportunities and bring in best practices. 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

Requirements

10+ years of experience in strategic account management, enterprise sales, or commercial leadership
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

Nice To Haves

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
Background in technology, SaaS, mobility, transportation, or regulated industries preferred

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
Translate strategic objectives into actionable initiatives that address both short-term wins and long-term market positioning
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
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
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.
Develops deep understanding of customer needs, procurement cycles, and value drivers.
Brings 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