Director of Public Sector Business Development

Who We Are Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation , more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries. 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.,