Mass Market Account Executive

Verra Mobility; Arizona; Hybrid; USD 90,000 - 140,000; Full time

Job summary

Verra Mobility in the United States is seeking an experienced Mass Market account executive to develop and execute a territory sales plan. You will own pipeline, bookings, revenue growth, and achieve targets.

You will prospect, qualify, and close with government and public sector clients, manage full sales cycle, present executive-level proposals, and collaborate across internal teams to deliver solutions and win new business.

Qualifications

• Bachelor's degree preferred or equivalent combination of education, training and experience.
• 5+ years of progressive experience in B2B sales, enterprise sales, account management, business development, or related client-facing commercial role.
• Demonstrated track record of achieving or exceeding sales targets in complex sales environments.
• Experience selling to government agencies, municipalities, public sector clients, or regulated industries preferred.
• Experience managing complex, consultative sales cycles involving multiple stakeholders, procurement, contracts and executive decision-makers.

Responsibilities

• Develop and execute a Mass Market sales plan for an assigned territory.
• Identify, prospect, qualify, and develop expansion opportunities with government agencies and public sector clients.
• Build and maintain relationships with existing clients as primary commercial point of contact.
• Lead consultative sales conversations to understand client objectives and position solutions.
• Manage full sales cycle from prospecting through closing and contracting.
• Develop account strategies, presentations, proposals, and business cases communicating value.
• Conduct executive-level presentations, demonstrations, and negotiations with decision-makers.
• Maintain a healthy sales pipeline and provide forecasts and risk assessments to leadership.
• Collaborate cross-functionally with internal teams to respond to client requirements and close business.
• Coordinate RFPs, RFIs, and procurement responses to ensure accuracy and compliance.
• Travel as needed for meetings, presentations, and industry events.

Skills

Relationship building

Consultative selling

Negotiation

Communication

Time management

Education

Bachelor's degree

Tools

CRM

Microsoft Office

Excel

Job description

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.

Verra Mobility Values

An ideal candidate for this role naturally works in alignment with the Verra Mobility Core Values:

• Own It.We focus on high performance and drive toward breakthrough outcomes. Our employees ensure accountability, optimize and align work, focus on the customer, and cultivate innovation.
• Do What’s Right.We champion integrity and good character. Our team members model ethical behavior, demonstrate good judgment and are courageous.
• Choose Courage Over Comfort. We lean into the conversations, decisions and actions that move the business forward, even when they feel uncomfortable. We challenge assumptions, address issues early and prioritize progress over ease.
• Win Together. We believe in growing and inspiring people together. We seek people who collaborate, value differences, think and act globally, foster an engaging work environment, and recognize and develop others.

Verra Mobility is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.