Director, Special Markets

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 You'll 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 You'll Bring

• 5 to 8 years of enterprise or public sector sales experience.
• 3 or more years leading Account Executives or sales teams.
• Bachelor’s 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 FBI's 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 the FBI's 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 candidate’s skills, experience, education, training as well as internal equity, market data, and business needs. In 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.