Director, Special Markets
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Job Description
Director of Special Markets at Versaterm leading sales team focused on public safety SaaS solutions. Responsible for pipeline growth, team development, and driving specialty product sales.
Responsibilities:
- 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.
Requirements:
- 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.
Benefits:
- Comprehensive benefits offering
- Opportunities for professional development
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