The posting
The Company
Versaterm is a PE-backed, high-growth SaaS company building a fully integrated platform across the entire public safety ecosystem — dispatch, law enforcement, forensics, courts, and beyond. We've grown through strategic acquisitions and deep product investment. What connects all of it is a single purpose: give public safety agencies the tools and insights to make better decisions in high-stakes moments.
When a 911 call is answered, a detective investigates a case, or a forensic lab processes evidence, there's a good chance our software is working behind the scenes. That's been true for over four decades.
AI is central to where we're going. Not as a feature but as core infrastructure. We're embedding intelligence directly into the workflows our customers rely on every day, and we're doing it alongside them. Our customers tell us what the mission demands. We build what answers it.
This work attracts a specific kind of person — someone who wants to be pushed by great people, build things that outlast a sprint cycle, and go home knowing the work connected back to something real.
The Role
The State Account Director leads state-level government affairs and strategic public sector initiatives to support the funding and adoption of public safety technology solutions. This role serves as a primary liaison with legislators, government agencies, and external partners, managing lobbyists and advancing appropriations and procurement strategies. The Director also leads cross-functional strategic projects that align government priorities with organizational capabilities while ensuring compliance with all applicable ethics and lobbying requirements.
What You Do
- Lead and execute state-level government affairs strategies to advance public safety technology initiatives, including legislative engagement, appropriations, and procurement.
- Lead cross-functional strategic projects that advance government program implementation, pilots, and statewide initiatives.
- Serve as a primary liaison with state and local government officials, legislators, agency leadership, and public safety stakeholders to build trusted, long-term partnerships.
- Drive state and agency procurement strategies by leading RFP positioning, funding alignment, and acquisition pathways, and contracting in coordination with internal legal, compliance, and product teams.
- Track and report on progress, outcomes, and impact of government initiatives and strategic projects.
- Support long-range planning related to public sector expansion, funding pathways, and government program development.
- Manage and coordinate external lobbyists and government relations partners, while directly engaging with legislators, legislative staff, and key policymakers to advance state-level public safety initiatives and appropriations, and representing the company's interests in multi-state legislative processes.
- Act as the primary owner of strategic state-level accounts and opportunities, coordinating internal resources and leading all activities required to advance opportunities through contract execution and revenue attainment.
What You Bring
- Bachelor's degree in Business, Public Administration, or related field.
- 10 years of experience in government sales or strategic account management.
- Proven track record of selling SaaS solutions to state government agencies.
- Demonstrated expertise in navigating complex state procurement, contracting, and compliance processes.
- Strategic planning and account management expertise.
- Exceptional communication and negotiation skills.
- Ability to navigate complex government procurement processes.
- Proficiency in CRM tools and sales analytics platforms.
- Strong problem-solving and relationship-building capabilities.
- Experience owning and expanding strategic state-level accounts through long-term relationship and revenue growth.
- An equivalent combination of education, training, and relevant experience may be considered in lieu of the specific requirements listed.
Impress Us With
- Revenue growth and attainment of state-level sales targets.
- Appropriations, budget allocations, or funding mechanisms secured or materially influenced.
- Procurements or RFPs successfully advanced to contract execution.
- Strategic government projects, pilots, or initiatives delivered on time
- Effectiveness of legislator, agency, and stakeholder engagement, including management of external lobbyists.
- Timely and accurate reporting of government initiatives, outcomes, and impact
Note: Due to the nature of our work with public safety agencies, this position requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive, fingerprint-based background check. Please note that specific customer contracts may impose additional security verification requirements. Obtaining and maintaining all required security clearances is a condition of employment. For more information on CJIS security requirements, please visit the FBI's CJIS Security Policy Resource Center.
Versaterm is committed to fair and equitable compensation that is competitive, consistent, and aligned with the value each role contributes to our organization. The starting salary for this position will be dependent upon many factors, such as the successful candidate’s skills, experience, education, training as well as internal equity, market data, and business needs. In addition to base salary and our comprehensive benefits offering, some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses.
AI is central to how Versaterm builds and delivers solutions for our customers. Within Talent Acquisition, we use AI-enabled tools to support certain aspects of the recruitment process, helping our team work more efficiently and spend more time connecting with great talent. AI supports our work, but all hiring and employment decisions are made by people.
Versaterm is an equal opportunity employer and is committed to equity, diversity, inclusion, and a barrier-free workplace. Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment. For more information, please contact [email protected].
