Director, Special Markets

The Company

Versaterm is a global public safety solutions company helping agencies transform how they serve their communities. Since 1977 weve been building an ecosystem of intuitive tools designed for public safety agencies forensic labs court systems schools and other institutions. Through purposeful integrations and a selective growth strategy we focus on improving workflows to help our customers achieve more efficient operations better service and more just outcomes.

Our teams are driven by innovation expertise and an unwavering commitment to customer success. As we continue to grow and expand our ecosystem youll have the opportunity to contribute to solutions that enhance community safety and transform the future of public safety technology. If youre passionate about making a meaningful difference wed love to hear from you.

The Role

The Director Special Markets owns revenue targets pipeline growth and team leadership for a group of Account Executives focused on driving territory expansion of specialty products within the Public Safety SaaS space. This role requires a proven ability to lead coach and develop a high-performing sales team while applying advanced sales methodologies to win complex deals. Responsible for bookings pipeline health and team performance for Specialty Markets. This is a hands-on leadership role focused on execution inspection and team development.

This job posting is being used to fill an existing vacancy.

What Youll Do

• Own quarterly and annual bookings targets for Specialty Markets.
• Build and maintain healthy pipeline coverage across all specialty product lines.
• Inspect deals at each stage to ensure qualification momentum and close plans.
• Drive consistent use of MEDDPICC with evidence in CRM.
• Enforce mutual action planning and disciplined close execution.
• Coach Account Executives on deal strategy discovery and competitive positioning.
• Run regular deal reviews focused on risk next steps and decision control.
• Develop reps from execution focused sellers into disciplined enterprise operators.
• Set clear performance expectations and hold the team accountable to outcomes.
• Run forecast pipeline and inspection cadence.
• Partner with Revenue Operations to ensure clean data and predictable reporting.
• Identify pipeline gaps early and drive corrective actions.
• Provide concise fact-based updates to senior sales leadership.
• Partner with Product to align roadmap positioning and specialty product messaging.
• Partner with Pre Sales and Proposals to win complex multi product deals.
• Collaborate with Marketing on demand generation and positioning by specialty market.
• Align with Customer Success on handoffs expansion signals and renewals.
• Build deep understanding of Komutel Adashi Athena JusticeTrax and International offerings.
• Translate specialty product value into clear customer outcomes.
• Identify whitespace and expansion opportunities across territories and accounts.

What Youll Bring

• 5 to 8 years of enterprise or public sector sales experience.
• 3 or more years leading Account Executives or sales teams.
• Bachelors degree in Business Sales or related field (or equivalent experience).
• Background in PE backed or high growth SaaS environments.
• Excellent communication negotiation and relationship-building skills.
• Possess exceptional leadership and coaching abilities.
• Strong working knowledge of Challenger Sale and MEDDPICC frameworks.
• Strategic thinker with strong business acumen.
• Demonstrated success in driving revenue growth and expanding into new markets.
• Experience selling public safety justice or regulated government solutions.
• Experience leading specialty or multi product sales teams.
• Proven success owning team bookings and pipeline targets.
• Experience selling complex SaaS solutions with long sales cycles and influence executive-level stakeholders.
• Demonstrated ability to forecast accurately and run inspection cadence.

Due to the nature of our work with public safety agencies this position requires compliance with the FBIs Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive fingerprint-based background check. Please note that specific customer contracts may impose additional security verification requirements. Obtaining and maintaining all required security clearances is a condition of employment. For more information on CJIS security requirements please visit theFBIs CJIS Security Policy Resource Center.

Versaterm is committed to fair and equitable compensation that is competitive consistent and aligned with the value each role contributes to our organization. The starting salary for this position will be dependent upon many factors such as the successful candidates skills experience education training as well as internal equity market data and business addition to base salary and our comprehensive benefits offering some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses.

Versaterm uses digital tools including AI to support early stages of recruitment but all hiring decisions are still made by use of AI is regularly reviewed to ensure alignment with our values ethical standards and legal requirements.

Versaterm is an equal opportunity employer and is committed to equity diversity inclusion and a barrier-free workplace. Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment. For more information please contact.