Sales Account Manager, Strategic Accounts

Versaterm

About The Position

Versaterm is hiring a Sales Account Manager to expand its business within existing public safety customers. This is an expansion-focused role rather than a new-logo sales role. The position manages a portfolio of established strategic accounts and sells Versaterm’s broader product ecosystem, including CAD, RMS, DroneSense, Community Report, and additional products as the portfolio grows. The objective is to deepen customer relationships, identify new needs, and develop satisfied customers into long-term, multi-product partners. The portfolio may include state police, large municipal police departments, county and regional dispatch centers, and multi-agency programs. The role involves account planning, upselling and cross-selling, renewal and expansion discussions, public-sector procurement, executive relationship building, accurate forecasting, and coordination with internal teams. Regular travel to customer sites, user groups, and industry conferences is required; the role indicates 70% travel. Employment is contingent on complying with the FBI’s Criminal Justice Information Services (CJIS) Security Policy, passing a comprehensive fingerprint-based background check, and obtaining and maintaining required security clearances. Specific customer contracts may require additional security verification. Compensation includes a starting salary determined by factors such as skills, experience, education, training, internal equity, market data, and business needs. Some roles may also be eligible for variable compensation, such as incentive plans or discretionary performance bonuses.

Requirements

12 or more years of enterprise software sales or account management experience.
A proven record of growing revenue within existing accounts through upselling, cross-selling, and renewals, and consistently meeting or exceeding quota.
Ability to discuss a multi-product portfolio credibly and connect it to customers’ operational and budget realities.
Working knowledge of public-sector buying processes, including funding, approvals, and procurement vehicles.
Strong executive presence, negotiation skills, and written and verbal communication skills.
Comfort with 70% travel.
Compliance with the FBI CJIS Security Policy, including successfully passing a comprehensive fingerprint-based background check and obtaining and maintaining required security clearances.

Nice To Haves

Experience in public safety, government, or another complex, long-cycle market.
Credibility with law enforcement, dispatch, or public safety leaders; existing relationships in the space are a strong plus.
Experience with CAD, RMS, or related public safety technology is highly preferred.

Responsibilities

Own the commercial relationship for a portfolio of existing strategic accounts, including state police, large municipal police departments, county and regional dispatch centers, and multi-agency programs.
Develop account plans that compare each customer’s current Versaterm footprint with the full product ecosystem and identify high-value expansion opportunities.
Drive upsells and cross-sells of additional products, modules, agencies, and subscription tiers within the installed base.
Lead renewal and expansion conversations and structure pricing and bundles that increase customer value and recurring revenue.
Build and maintain executive relationships with chiefs, sheriffs, CIOs, dispatch directors, and elected or appointed decision-makers.
Navigate public-sector procurement for add-on purchases, including funding sources, council or board approvals, co-op purchasing vehicles, and contract amendments.
Partner with implementation, customer success, support, product, marketing, and contracts teams to maintain customer satisfaction and surface opportunities.
Coordinate with the SAE team to ensure new customers are handed off cleanly and nurtured after go-live.
Forecast accurately and maintain disciplined pipeline and CRM hygiene.
Represent Versaterm at customer sites, user groups, and industry conferences, with regular travel.