American Society of Crime Laboratory Directors (ASCLD)

IT Support

• Serve as the technical visionary and tactical general behind the transformation
• Define the 'North Star' architecture
• Lead the transition from on-premises-only to cloud-first, modular SaaS
• Drive the shift to a holistic 'AI-Native' architecture
• Embed security into the platform
• Assess technology stacks and roadmap for integration
• Design standards for high-availability cloud environments
• Architect solutions for real-time media ingestion

Principal Enterprise Architect

Pre-sales Engineer

• 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.

Pre-Sales Engineer, CAD/RMS

Director

Director, Special Markets

Sales

• Own and deliver the regional Enterprise sales number, ensuring attainment of annual quota and growth objectives.
• Build, inspect, and maintain a high-quality, forecasted pipeline across the US East territory, ensuring accuracy, rigor, and transparency.
• Establish and enforce pipeline management, deal qualification, and forecasting discipline consistent with Versaterm’s sales methodology.
• Provide executive oversight on large, complex, multi-million-dollar opportunities, including deal strategy, pricing, risk assessment, and close plans.
• Lead, coach, and develop a team of Enterprise Account Executives, fostering a culture of accountability, ownership, and results.
• Set clear performance expectations and provide ongoing coaching across prospecting, discovery, demos, negotiation, and close.
• Partner with Sales Enablement to ensure consistent skill development in enterprise selling, public safety workflows, and solution positioning.
• Support talent acquisition, onboarding, and ramping of new Enterprise sellers within the region.
• Guide and support the team through complex B2G sales cycles, including RFPs, demonstrations, evaluations, negotiations, and contract execution.
• Serve as an executive sponsor on strategic accounts and high-visibility opportunities as needed.
• Build and maintain trusted executive-level relationships with Chiefs, Sheriffs, CIOs, Directors, and City/County leadership.
• Represent Versaterm at industry conferences, trade shows, and strategic customer engagements.
• Provide market feedback to inform product strategy, roadmap prioritization, and go-to-market alignment.

Vice President, Enterprise Sales – Public Safety SaaS

Account Executive

• Prospect, qualify, and close new logo customers for CAD and RMS
• Build and execute a greenfield territory strategy targeting large police agencies
• Develop pipeline within complex municipal, regional, and state/provincial organizations
• Apply MEDDPICC for rigorous deal qualification and progression.
• Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems.
• Lead full-cycle enterprise sales from first engagement through contract execution
• Own and manage formal RFP processes, from pre-RFP strategy through award
• Build trusted relationships with senior stakeholders including Chiefs, CIOs, IT leaders, and procurement teams
• Coordinate internal teams (Solutions Engineering, Product, Legal, Professional Services, Leadership) to deliver competitive proposals
• Maintain accurate pipeline, forecasting, and opportunity tracking in CRM

Principal Enterprise Architect

Pre-Sales Engineer, CAD/RMS

Director, Special Markets

Vice President, Enterprise Sales – Public Safety SaaS

Strategic Account Executive – CAD, RMS