Senior Mass Market Account Executive

Title: Mass Market Account Executive Location: California_Remote

What you'll do

·       Develop and execute a Mass Market sales plan for an assigned territory or portfolio, with accountability for pipeline development, bookings, revenue growth, and achievement of sales targets.

·       Identify, prospect, qualify, and develop expansion opportunities with government agencies, municipalities, public sector organizations, and other target clients.

·       Build and maintain strong relationships with existing clients by serving as a trusted advisor and primary commercial point of contact throughout the sales process.

·       Lead consultative sales conversations to understand client objectives, operational challenges, business requirements, and desired outcomes, and position solutions that address those needs.

·       Manage the full sales cycle from prospecting and discovery through solution development, proposal, negotiation, contracting, and close.

·       Develop account strategies, opportunity plans, presentations, proposals, and business cases that clearly communicate the value and expected outcomes of Verra Mobility solutions.

·       Conduct executive-level presentations, demonstrations, meetings, and negotiations with decision-makers and stakeholders across client organizations.

·       Build and maintain a healthy, accurate sales pipeline and provide regular forecasts, opportunity updates, competitive intelligence, and risk assessments to sales leadership.

·       Collaborate cross-functionally with Client Success, Operations, Product, Finance, Legal, Marketing, IT, and other internal teams to develop solutions, respond to client requirements, and successfully close business.

·       Coordinate responses to RFPs, RFIs, solicitations, and other formal procurement processes, ensuring submissions are accurate, compelling, compliant, and aligned with client requirements.

·       Negotiate commercial terms, pricing, contracts, and agreements in partnership with leadership and internal stakeholders while protecting company objectives and creating long-term customer value.

·       Develop territory and account plans that identify target organizations, key stakeholders, buying processes, competitive considerations, and opportunities for expansion.

·       Maintain a strong understanding of Verra Mobility products, services, market positioning, industry trends, competitive offerings, and client use cases in order to effectively articulate differentiated value.

·       Monitor market and competitive activity and communicate trends, customer feedback, and emerging opportunities to sales and company leadership.

·       Partner with Client Success and other teams to ensure a smooth transition from closed sale to implementation and ongoing client relationship management.

·       Maintain accurate and timely customer, opportunity, activity, and forecast information within CRM and other required systems.

·       Represent Verra Mobility at client meetings, industry events, conferences, and other business development activities, with travel as needed for prospecting, sales presentations, negotiations, and relationship management.

What we're looking for

·       Bachelor's degree preferred, or an equivalent combination of education, training, and experience is required.

·       5+ years of progressive experience in B2B sales, enterprise sales, account management, business development, or a related client-facing commercial role.

·       Demonstrated track record of achieving or exceeding sales targets and developing new business within complex sales environments.

·       Experience selling to government agencies, municipalities, public sector clients, or regulated industries strongly preferred.

·       Experience managing complex, consultative sales cycles involving multiple stakeholders, procurement processes, contracts, and executive decision-makers.

·       Demonstrated ability to prospect, develop relationships, qualify opportunities, build pipeline, and convert opportunities into revenue.

·       Strong consultative selling and negotiation skills, with the ability to understand customer challenges and connect business needs to differentiated solutions.

·       Proven ability to build trusted relationships with executive leaders and decision-makers and effectively communicate business value at multiple organizational levels.

·       Strong business acumen and analytical skills, with the ability to develop account strategies, assess opportunities, understand financial considerations, and make data-informed decisions.

·       Excellent verbal and written communication and presentation skills, with the ability to deliver compelling proposals, presentations, demonstrations, and executive-level business cases.

·       Strong organizational and time-management skills, with the ability to manage multiple opportunities, deadlines, stakeholders, and priorities in a fast-paced environment.

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

·       Strong technical aptitude with proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook); experience with CRM platforms preferred.

·       Self-motivated, competitive, and action-oriented, with the resilience and persistence required to develop business and navigate complex sales cycles.

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