Director, Strategic Accounts

 

 

About This Team and Role

The Director of Strategic Accounts is responsible for owning, protecting, and expanding Verra Mobility’s highest-revenue, highest-risk, and highest-strategic-value customers. This role serves as the single accountable executive owner for a small portfolio of top-tier accounts, ensuring long-term retention, profitable growth, and deep partnership alignment.

This position is not quota-only sales; it is enterprise account leadership, operating at the intersection of commercial strategy, executive relationship management, and cross-functional orchestration.

Success in this role means balancing ambition with accountability - building partnerships that drive growth, ensuring clarity around commercial decisions, and keeping Verra Mobility’s mission connected to customer and business results.

This role combines market intelligence, solution consulting, industry engagement, and change management to ensure Verra Mobility remains at the forefront of industry transformation. The ideal candidate will have the curiosity of a consultant, the credibility of an industry thought leader, and the discipline of a program driver. This role will primarily be focused on optimizing revenue growth within existing clients and strategic relationships with C-Level clients. We are looking for someone who brings knowledge and experience with fleets, FMC, telematics, to drive successful revenue growth opportunities and bring in best practices.

Scope of Accounts

• Limited portfolio of Verra Mobility’s largest customers (e.g., top revenue concentration, multi-year contracts, platform-level integrations)
• Customers with:
  • High annual revenue and EBITDA impact
  • Multi-product or multi-business-unit footprint
  • Executive-level stakeholders and complex governance
  • Elevated renewal, reputational, or operational risk

What You’ll Do

Executive Customer Ownership

• Serve as the primary executive point of accountability for assigned strategic accounts
• Translate strategic objectives into actionable initiatives that address both short-term wins and long-term market positioning
• Build and maintain C-suite and SVP-level relationships across customer organizations
• Act as a trusted advisor, aligning Verra Mobility’s roadmap to customer long-term objectives

Revenue Protection & Expansion

• Own renewals, pricing strategy, and commercial negotiations for strategic accounts
• Identify and execute expansion opportunities (new products, services, geographies, use cases)
• Balance growth with margin discipline and contractual risk management

Strategic Account Planning

• Develop and lead multi-year strategic account plans including:
  • Revenue and margin growth targets
  • Retention and risk mitigation strategies
  • Product adoption and integration roadmap
  • Executive engagement cadence
• Regularly review account health with executive leadership
• Translate strategic objectives into actionable initiatives that address both short-term wins and long-term market positioning

Cross-Functional Leadership

• Collaborate with Product, Engineering, Sales, and Operations to craft customized solution proposals
• Orchestrate internal teams across:
  • Sales
  • Product & Engineering
  • Operations
  • Finance & Legal
  • Customer Success
• Ensure clear accountability, fast escalation, and disciplined execution on customer commitments

Customer Advocacy & Voice of the Customer

• Represent strategic customer needs internally to influence:
  • Product prioritization
  • Investment decisions
  • Operating model improvements
• Translate customer pain points into actionable, revenue-generating solutions
• Ensure solutions deliver measurable impact on customer adoption, retention, and satisfaction.
• Customer Retention & Satisfaction: Strengthen relationships and ensure long-term value realization.
• Develops deep understanding of customer needs, procurement cycles, and value drivers.
• Brings customer insights directly into product and pricing decisions.

Risk Management & Escalation

• Proactively identify risks related to:
  • Contract renewals
  • Service performance
  • Regulatory or operational changes
• Lead executive-level issue resolution when stakes are high

Success Metrics

• Build strategic partnerships that accelerate growth
• Retention and renewal rate of top-tier accounts
• Net revenue gro