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 dispatcher takes a 911 call, a detective works a case, or a lab processes evidence, there's a good chance our software is running in the background. 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 Strategic Account Manager focuses on large accounts, foundational system upgrades, and whitespace growth through consultative selling and structured methodologies of Versaterm's enterprise products. This role leads strategic initiatives to migrate customers to Versaterm's core systems (vCAD/vRMS) and expand adoption of vMobile applications.
What You Do
- Drive migration opportunities from legacy or competitive systems to vCAD/vRMS.
- Promote adoption of vMobile applications to enhance operational efficiency and officer mobility.
- Conduct Core Viability Assessments for customers using only Enterprise products to identify upgrade paths.
- Lead structured RFP responses, discovery sessions, and competitive displacement strategies.
- Apply MEDDPICC for rigorous deal qualification and progression.
- Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems.
- Focus on large accounts and foundational systems that create long-term partnerships.
- Develop and execute strategic account plans to drive whitespace growth and multi-year relationships.
- Partner with internal teams (Solutions Engineering, Customer Success, Marketing) to deliver compelling proposals and presentations.
- Influence product roadmap through customer insights and competitive intelligence.
- Maintain accurate pipeline data and forecasting in CRM.
- Track MEDDPICC checkpoints and Challenger behaviors for continuous improvement.
What You Bring
- Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience).
- 12-15+ years of related experience with at least 7 years of experience in sales, preferably in a Saas environment.
- Experience with MEDDPICC and Challenger Sale frameworks.
- Proven success leading complex, multi-stakeholder deals in the Public Safety SaaS space.
- Deep, strategic understanding of CAD/RMS migrations and mobile application workflows.
- Demonstrated ability to develop, own, and execute long-term account strategies.
- Highly skilled at engaging senior decision-makers and building alignment and consensus across diverse stakeholder groups.
- Demonstrated success consistently meeting sales quotas and crafting/growing pipelines in net new territories.
- Outstanding interpersonal skills to support complex sales transactions and provide clarity and transparency throughout the deal cycle or during issue resolution.
Note: This position requires a security clearance from the Government of Canada. Candidates must be legally authorized to work in Canada and must successfully obtain and maintain a Reliability security clearance. 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 info. on the Government of Canada's security screening process, please visit Public Services and Procurement Canada. Also, 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].
