American Society of Crime Laboratory Directors (ASCLD)

Account Executive

• Prospect, qualify, and close new public safety customers within assigned territory
• Manage multiple concurrent sales cycles with consistency and structure
• Conduct discovery to understand agency operations, challenges, and mission priorities
• Apply MEDDIC fundamentals to deal qualification and forecasting
• Partner with Solutions Engineering for demonstrations and evaluations
• Maintain accurate CRM data, pipeline hygiene, and forecast discipline
• Represent DroneSense by Versaterm at regional events and agency meetings

Mid-Level Account Executive

QA Engineer

• Design, develop, and execute comprehensive test cases and test plans based on product requirements and user stories
• Evaluate that test case acceptance criteria has been met.
• Identify, document, and track software defects through resolution
• Collaborate with developers, product managers, and DevOps teams to ensure product quality throughout the release cycle
• Analyze test results, generate reports, and provide feedback to stakeholders
• Maintain and enhance test scripts, frameworks, and automation suites
• Manually fly drones and test hardware to verify requirements are being met
• Mentor junior QA team members and contribute to improving QA best practices
• Performs other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities.

Quality Assurance Analyst II

• Lead and execute state-level government affairs strategies to advance public safety technology initiatives, including legislative engagement, appropriations, and procurement.
• Lead cross-functional strategic projects that advance government program implementation, pilots, and statewide initiatives.
• Serve as a primary liaison with state and local government officials, legislators, agency leadership, and public safety stakeholders to build trusted, long-term partnerships.
• Drive state and agency procurement strategies by leading RFP positioning, funding alignment, and acquisition pathways, and contracting in coordination with internal legal, compliance, and product teams.
• Track and report on progress, outcomes, and impact of government initiatives and strategic projects.
• Support long-range planning related to public sector expansion, funding pathways, and government program development.
• Manage and coordinate external lobbyists and government relations partners, while directly engaging with legislators, legislative staff, and key policymakers to advance state-level public safety initiatives and appropriations, and representing the company's interests in multi-state legislative processes.
• Act as the primary owner of strategic state-level accounts and opportunities, coordinating internal resources and leading all activities required to advance opportunities through contract execution and revenue attainment.

State Account Director

Inside Sales

• Inspire, mentor, and develop inside sales representatives to achieve individual and team targets.
• Implement and reinforce sales methodologies such as MEDDPICC and Challenger Sale to drive consultative, value-based selling.
• Foster a culture of accountability, continuous learning, and high performance.
• Own the team’s pipeline generation and progression, ensuring accurate forecasting and timely deal closure.
• Monitor KPIs and sales metrics to identify trends, optimize processes, and maximize conversion rates.
• Collaborate with marketing and customer success teams to align campaigns and retention strategies.
• Utilize CRM tools and analytics to maintain data integrity and visibility into sales activities.
• Identify process improvements and implement best practices for efficiency and scalability.
• Partner with leadership to refine go-to-market strategies for whitespace expansion.

Inside Sales Manager

• Own the full sales cycle from prospecting to close across the assigned Central Region territory
• Drive net-new logo acquisition and expand market presence within public safety agencies
• Execute a disciplined MEDDPICC-based sales process to qualify opportunities and forecast accurately
• Develop and maintain strong relationships with command staff, IT leaders, procurement teams, and executive decision-makers
• Lead discovery conversations to identify operational challenges and align DroneSense solutions to measurable outcomes
• Partner with Sales Engineering, Marketing, Customer Success, and Leadership to build compelling proposals and responses to RFPs
• Manage complex, multi-threaded deals involving government budgeting cycles and competitive evaluations
• Maintain accurate pipeline visibility and forecasting within CRM
• Represent Versaterm at regional conferences, trade shows, and industry events
• Consistently achieve or exceed quarterly and annual revenue targets

Senior Account Executive – West Region

Content Marketing Manager

• Design and develop enablement content, including training presentations, playbooks, lesson materials, and structured learning modules that support GTM training programs.
• Own and manage enablement content within platforms, ensuring content is organized, maintained, and accessible.
• Maintain and update enablement content libraries, ensuring materials remain current, accurate, and aligned with business priorities.
• Support development of training curricula and lesson materials in partnership with Enablement team members.
• Create visually polished, brand-aligned enablement materials that improve the clarity and effectiveness of training programs.
• Support rollout of enablement initiatives by preparing, organizing, and publishing content for GTM teams.
• Continuously improve enablement content based on feedback from stakeholders and evolving organizational needs.

Content Specialist – GTM

People Operations

• Shape and execute HR strategies that support employee engagement, organizational effectiveness, and business performance
• Partner closely with business leaders to deliver solutions in employee experience, talent development, organizational design, total rewards, and change management
• Support initiatives across U.S. and Canadian employee populations
• Act as a trusted advisor and coach to leaders, offering insights grounded in industry best practices and HR data
• Drive functional people strategies including team clarity and cohesion, organizational development, workforce planning, and team member development
• Support M&A activities focused on stabilization, integration, cultural alignment, and employee experience
• Role model and embody Versaterm cultural principles and values; understand and promote ways of working
• Manage team member issues and performance management deficiencies using internal guidelines
• Partner with P&C leadership team to align salary review activities with organization’s compensation philosophy and pay equity objectives

People and Culture Business Partner

Product Marketing

• Own execution and delivery of enablement programs aligned to GTM priorities, ensuring consistency with established enablement frameworks and standards.
• Partner closely with Product, Marketing, Sales Leadership, Customer Success, and Revenue Operations to support product launches, messaging rollouts, and strategic initiatives.
• Translate business priorities into structured enablement plans, training programs, and supporting resources.
• Drive adoption and reinforcement of MEDDPICC and Challenger methodologies through structured training, reinforcement programs, and practical application.
• Build and maintain high-quality enablement assets, including playbooks, training curricula, and learning resources.
• Facilitate workshops, live training sessions, and working sessions to support skill development and process adoption.
• Track program effectiveness using defined adoption and performance metrics, providing insights and recommendations for improvement.
• Collect feedback from GTM teams and leaders to continuously improve enablement programs and learner experience.
• Ensure enablement initiatives are executed consistently and aligned across GTM functions.
• Mentor and support more junior enablement professionals when applicable.

Enablement Manager – GTM, Go-To-Market

Manager

• Serve as the primary operational resource for quote and order form creation
• Identify non-standard deal terms and escalate to Finance or Legal per defined approval matrix
• Ensure adherence to our quote-to-contract processes and policies while effectively escalating new use-cases outside of the current approval matrix
• Support Sales in preparing pricing proposals in accordance with approved pricing guidelines and discount policies
• Support the organization in collaboration with sales, legal, accounting, and services in the development, coordination and delivery of legally binding order forms and contracts, ensuring high levels of quality, accuracy, and timely SLAs
• Manage Deal Desk workflow while constantly looking for ways to optimize processes
• Assist with post sales documentation review and ensure proper contract record retention
• Perform Salesforce enrichment, cleansing, and de-duplication of records
• Ensure accuracy and completeness of Salesforce data related to quoting and closed won opportunities
• Perform, document, and provide useful feedback on UAT activities related to enhancements and configuration of sales technologies and other business systems
• Generate and distribute standard operational reports related to quote volume, approval tracking, and turnaround times

Deal Desk Manager

Account Manager

• Own renewals, expansions, and net revenue retention metrics for assigned accounts
• Develop and execute account plans focused on long-term adoption and growth
• Identify upsell and cross-sell opportunities aligned to agency mission needs
• Serve as the primary commercial point of contact for assigned customers
• Partner with Customer Success to ensure successful deployments and outcomes
• Maintain accurate renewal and expansion forecasting in CRM tools

Account Manager – Southeast Region

• Identify, qualify, advance, and close opportunities for Versaterm’s Public Safety solution(s).
• Work with medium to large-size city and county Public Safety entities to improve their operations and citizen experiences with tailor-made solutions.
• Grow business within a prescribed territory set by the business to lead and drive sales opportunities through strategic selling.
• Negotiate and close business, and lead the ongoing business relationship with clients.
• Possess a strong need to win and demonstrate responsiveness, adaptability, and passion about results and ownership.

Enterprise Account Executive – Western

Account Executive – Southeast Region

DevOps Engineer

• Work alongside DevOps and engineering teams to ensure our platforms, repositories and CI/CD pipelines are secure by default while remaining easy to build, test, and deploy against
• Identify security risks through tools, audits, and monitoring, and drive them to resolution — whether that means changing a policy, updating infrastructure, or improving a pipeline
• Take ownership of the security posture across multiple AWS accounts and continuously improve it over time
• Design and maintain security guardrails around IAM, logging, monitoring, and encryption
• Manage repository-level security scanning (SAST, dependency scanning, secrets detection) using tools such as Aikido or similar, and ensure findings are actionable
• Partner with DevOps teams to secure Kubernetes clusters, with a strong focus on Rancher
• Improve security visibility through monitoring, logging, and reporting
• Automate security controls and validations using Infrastructure as Code and scripting
• Help document security standards, patterns, and operational runbooks

DevSecOps Engineer

Customer Success Manager

• Partner with regional Account Executives to support customer retention, renewals, and territory growth.
• Serve as a technical and operational subject matter expert for DroneSense customers, with emphasis on DFR and tactical drone operations.
• Deliver customized product demonstrations, FlyDays, and operational showcases for current and prospective public safety agencies.
• Conduct virtual and on-site customer onboarding, training, and account setup to ensure successful adoption.
• Strategically manage accounts approaching renewal to drive satisfaction, expansion, and long-term value.
• Represent DroneSense by Versaterm at conferences, FlyDays, trainings, and customer workshops.
• Act as the voice of the customer by gathering operational feedback and partnering with Engineering and Product teams to inform roadmap priorities.
• Stay current on FAA regulations including Part 107, Part 91 Public Aircraft Operations, COWs, COAs, and BVLOS frameworks.
• Support agencies in navigating regulatory pathways and advancing compliant, scalable drone programs

Implementation Specialist

• Conduct comprehensive network infrastructure assessments with customer IT teams to ensure systems meet operational requirements.
• Coordinate with customer IT departments on network change requests, ensuring proper configuration of routers, firewalls, and security protocols.
• Validate Remote Operations Center (ROC) setup including computer hardware, PS5 controllers, network connectivity, and environmental requirements.
• Identify and evaluate potential launch sites based on connectivity, line-of-sight, operational proximity, and safety requirements.
• Conduct comprehensive site surveys including RF interference analysis, power availability assessment, and FAA airspace evaluation.
• Test network connectivity at launch sites using remote controllers and coordinate installation.
• Equipment procurement and installation
• System Integration and testing
• Trainging coordination and customer support
• Travel up to 70% of the time
• Always Help First