Director, Special Markets

About This Role

This role involves owning revenue targets, pipeline growth, and leading a team of Account Executives focused on expanding specialty products within the Public Safety SaaS space. The Director will drive execution, inspect deals, and develop a high-performing sales team.

Responsibilities

• 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
• Run forecast, pipeline, and inspection cadence
• Partner with Revenue Operations to ensure clean data and predictable reporting
• Identify pipeline gaps early and drive corrective actions
• Provide concise, fact-based updates to senior sales leadership
• Partner with Product to align roadmap positioning and specialty product messaging
• Partner with Pre Sales and Proposals to win complex, multi product deals
• Collaborate with Marketing on demand generation and positioning by specialty market
• Align with Customer Success on handoffs, expansion signals, and renewals
• Build deep understanding of Komutel, Adashi, Athena, JusticeTrax, and International offerings
• Translate specialty product value into clear customer outcomes
• Identify whitespace and expansion opportunities across territories and accounts

Requirements

• 5-8 years of enterprise or public sector sales experience
• 3+ 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
• 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
• Experience leading specialty or multi product sales teams
• Proven success owning team bookings and pipeline targets
• Experience selling complex SaaS solutions with long sales cycles, and influence executive-level stakeholders
• Demonstrated ability to forecast accurately and run inspection cadence

Qualifications

• Bachelor's degree in Business, Sales, or related field (or equivalent experience)
• 5 to 8 years of enterprise or public sector sales experience; 3 or more years leading Account Executives or sales teams

Skills

* Required skills