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
What You’ll Do
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
- 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
Verra Mobility Values
An ideal candidate for this role naturally works in alignment with the Verra Mobility Core Values:
- Own It. We focus on high performance and drive toward breakthrough outcomes. Our employees ensure accountability, optimize and align work, focus on the customer, and cultivate innovation.
- Do What’s Right. We champion integrity and good character. Our team members model ethical behavior, demonstrate good judgment and are courageous.
- Lead with Grace. We express humility and compassion, and we are authentic and candid. Our employees demonstrate self-awareness, care for others, instill trust, and communicate effectively.
- Win Together. We believe in growing and inspiring people together. We seek people who collaborate, value differences, think and act globally, foster an engaging work environment, and recognize and develop others.
With your explicit consent which you provided as part of the application process, we will retain candidate personal data solely for the business purpose for which it was collected. In no event will we retain such data more than two (2) years following the closure of the recruitment process relating to the role for which you applied or in the event other related job opportunities arise within the company. Verra Mobility Applicant Privacy Notice
Verra Mobility is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.
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