Note: The job is a remote job and is open to candidates in USA. Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform. The Director of Public Sector Business Development will be responsible for building a public sector business development function that aligns sales strategy and business development across federal and state sectors, ensuring Verkada's solutions become standard for modern government infrastructure.
Responsibilities
- Develop the Playbook: Create and execute a comprehensive government sales strategy initially focused on U.S. Federal and SLED markets, with expansion into international territories as Verkada scales
- Bridge Policy & Sales: Partner directly with the Public Sector Sales organization to unlock procurement pathways, navigate agency-specific requirements, and support account-level strategy
- Thought Leadership: Position Verkada as the leading provider in physical security modernization, educating policymakers on the benefits of cloud-native safety technology
- Partner Engagement: Identify, hire, manage partners, procurement-focused partners, lobbyists, consultants, and advisors to deliver high ROI by navigating complex contracting vehicles for priority targets like the VA, DoW, and major school systems (e.g., NYC Public Schools)
- High-ROI Engagement: Curate Verkada’s presence in elite organizations such as NASCIO, NASTD, Major Cities Chiefs Association, and the National Governors Association
- Build relationships with key government stakeholders and technology leaders to advocate for funding (e.g., school safety grants) and appropriations that favor the adoption of modernized cloud-based physical security platforms
- Partner with legal, government affairs, and policy functions to monitor the evolving legislative and appropriations landscape relating to issues that impact Verkada’s platform and product roadmap, including but not limited to physical security and cybersecurity mandates, AI governance, data privacy (CCPA/GDPR), data security programs (such as FedRAMP and similar state programs), and (NDAA/FedRAMP) that impact our product roadmap
- Partner with Legal to ensure all activities meet the highest standards of ethics and disclosure requirements
Skills
- 10+ years in public sector sales, government funding, appropriations, and procurement, and/or public sector business development
- Must come from a technology (SaaS/Cloud/Hardware) or a highly regulated industry (e.g., Aerospace, Defense, Telecom, or FinTech)
- Deep understanding of the 'mechanics' of government buying—you know how to influence a specification before the RFP is released
- Willingness to travel 50% of the time to engage with stakeholders in Washington D.C., state capitals, and international markets
- You are comfortable starting with a blank slate and flying 'solo' without a team under you for support, and regularly 'rolling up your sleeves' to get the work done and achieve results
- Effective development of public sector sales strategy does not happen in a silo; it requires clear and concise communication skills while managing constant cross-functional work across internal and external teams
Benefits
- Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
- Nationwide medical, vision and dental coverage
- Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
- Expanded mental health support
- Paid parental leave policy & fertility benefits
- Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
- Professional development stipend
- Wellness/fitness benefits
- Healthy lunches provided daily
- Commuter benefits
- A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)
Company Overview
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