Director of Special Markets - Public Safety SaaS - Remote

Overview

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.

In Short

• 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.
• Partner with Revenue Operations to ensure clean data and predictable reporting.

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.

Benefits

• Competitive and fair compensation.
• Comprehensive benefits offering.
• Potential for variable compensation such as incentive plans or discretionary performance bonuses.