Director of Public Sector Business Development

Who We Are Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. Over 30,000 organizations worldwide, including more than 100+ companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees. About the Role Verkada is entering a transformative phase of growth in the public sector. To accelerate this momentum in 2026 and beyond, we are seeking a strategic, high-impact Director of Public Sector Business Development . This is a foundational hire responsible for building an integrated public sector business development function that aligns sales strategy and business development across both federal and state public sectors. You will be the architect of Verkada’s touchpoints with key government stakeholders, ensuring that our cloud-based physical security solutions—from AI-powered cameras to integrated access control—are the standard for modern government infrastructure. What You'll Do Strategic Leadership Revenue Acceleration 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. External Partner Association Management 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. Relationship-Building, Strategy Compliance 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. What You Bring Experience: 10+ years in public sector sales, government funding, appropriations, and procurement, and/or public sector business development. Industry Background: Must come from a technology (SaaS/Cloud/Hardware) or a highly regulated industry (e.g., Aerospace, Defense, Telecom, or FinTech). Procurement Expertise: Deep understanding of the "mechanics" of government buying—you know how to influence a specification before the RFP is released. Travel Readiness: Willingness to travel 50% of the time to engage with stakeholders in Washington D.C., state capitals, and international markets. This role requires regular travel, estimated to be more than 50% o ... (truncated, view full listing at source)