Mass Market Account Executive

This is a fully remote position, open to applicants in Arizona.

📋 Description

• Create and implement a comprehensive Mass Market sales strategy for a designated territory or portfolio, responsible for developing the pipeline, securing bookings, driving revenue growth, and achieving sales objectives.

• Identify, engage, qualify, and cultivate expansion opportunities with government entities, municipalities, public sector organizations, and other target clients.

• Establish and nurture client relationships as a trusted advisor and primary commercial contact.

• Lead consultative sales discussions and position solutions aligned with client goals, challenges, requirements, and desired outcomes.

• Oversee the complete sales cycle from prospecting and discovery to solution development, proposal creation, negotiation, contracting, and closing.

• Formulate account strategies, opportunity plans, presentations, proposals, and business cases that articulate the value of Verra Mobility solutions.

• Conduct high-level presentations, demonstrations, meetings, and negotiations.

• Maintain the sales pipeline and provide forecasts, updates on opportunities, competitive intelligence, and risk assessments to sales leadership.

• Collaborate with Client Success, Operations, Product, Finance, Legal, Marketing, IT, and various other internal teams.

• Coordinate responses to RFPs, RFIs, solicitations, and formal procurement processes.

• Negotiate commercial terms, pricing structures, contracts, and agreements.

• Develop territory and account plans that encompass target organizations, stakeholders, buying processes, competition, and expansion opportunities.

• Stay informed about Verra Mobility products, services, market positioning, industry trends, competitive offerings, and client use cases.

• Monitor market and competitive activities and relay trends, customer feedback, and opportunities to leadership.

• Partner with Client Success to facilitate the transition of closed sales to implementation and ongoing relationship management.

• Keep accurate records of customer interactions, opportunities, activities, and forecasts in CRM and other required systems.

• Represent Verra Mobility at client meetings, industry events, conferences, and business development initiatives, traveling as necessary.

⛳️ Requirements

• A bachelor's degree is preferred, or a combination of education, training, and experience equivalent to it is required.

• Over 5 years of progressive experience in B2B sales, enterprise sales, account management, business development, or a similar client-facing commercial role.

• Proven history of meeting or surpassing sales targets and developing new business within complex sales environments.

• Experience in selling to government entities, municipalities, public sector clients, or regulated industries is strongly preferred.

• Experience managing intricate, consultative sales cycles that involve multiple stakeholders, procurement processes, contracts, and executive decision-makers.

• Demonstrated capability to prospect, cultivate relationships, qualify opportunities, build a pipeline, and convert opportunities into revenue.

• Strong consultative selling and negotiation abilities.

• Capacity to understand customer challenges and align business needs with differentiated solutions.

• Proven ability to forge trusted relationships with executive leaders and decision-makers.

• Strong business acumen and analytical capabilities.

• Ability to devise account strategies, evaluate opportunities, understand financial considerations, and make data-driven decisions.

• Exceptional verbal and written communication and presentation skills.

• Capability to deliver persuasive proposals, presentations, demonstrations, and executive-level business cases.

• Excellent organizational and time-management abilities.

• Ability to handle multiple opportunities, deadlines, stakeholders, and priorities in a fast-paced environment.

• Experience working collaboratively with Sales, Client Success, Operations, Product, Finance, Legal, Marketing, and other cross-functional teams.

• Strong technical aptitude.

• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).

• Experience with CRM platforms is preferred.

• Willingness and ability to travel as necessary for client meetings, onsite presentations, implementations, industry conferences, and business development activities.

🏝️ Benefits

• Commitment to Equal Opportunity Employer.

• Candidate personal data will be retained for a maximum of two years following the closure of the recruitment process or related opportunities, with explicit consent.