American Society of Crime Laboratory Directors (ASCLD)

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

Account Executive

• 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

• 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

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

Account Executive – Northeast Region

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

DSR Implementation Specialist – Contract

Solutions Engineer

• Partner for Regional Growth Collaborate with a regional team—including Account Executives and Inside Sales—to meet or exceed territory revenue goals.
• Subject Matter Expert Act as a trusted technical advisor in your territory, identifying key regions, high-impact agencies, and strategic “influencer accounts.” Emphasize your knowledge of DFR concepts and FAA BVLOS requirements to educate and support public safety partners.
• Product Demonstrations Deliver clear, compelling, and customized demonstrations of the DroneSense by Versaterm platform tailored to agency mission needs—especially for DFR use cases and operational scale.
• Trial Success Management Guide agencies through technical trials, ensuring they experience measurable success and understand platform value, with attention to real-world constraints around BVLOS flight, airspace, and risk mitigation.
• Sales Enablement Work closely with Marketing to create and deliver impactful sales collateral. Share best practices and insights to improve win rates.
• Engage with the Field Represent DroneSense by Versaterm at public safety conferences, regional “fly days,” agency workshops, and on-site demos—bringing deep operational awareness of DFR deployments and airspace integration.
• Strategic Collaboration Partner with Sales leadership to refine go-to-market strategy, drive adoption in priority markets, and elevate customer satisfaction.
• Compliance and Industry Awareness Stay current on FAA regulations—including those governing Part 107 waivers, tactical BVLOS, and COAs—and support agencies pursuing advanced drone programs aligned with evolving policy.

• Build, advance, and maintain an active pipeline aligned to annual quota and forecasting expectations
• Target customer segments include Public Safety Answering Points (PSAPs), Fire and Police Services, municipalities and regional authorities, Emergency Operations Centers (EOCs), and organizations requiring mass notification and public alerting capabilities
• Accurately understand, deliver, and articulate Versaterm’s value propositions to local government agency prospects and decision-makers
• Demonstrate software solutions to agency leadership and end-users
• Manage all activity related to your sales opportunities within Versaterm’s Salesforce CRM system
• Stay up to date on the public safety competitive landscape and emerging technologies
• Drive solution-based selling across call handling, UCMS, logging, and emergency notifications, positioning Versaterm as a long-term public safety partner
• Collaborate closely with Canadian telecom providers, technology partners, and system integrators to support successful deployments and long-term customer success

Enterprise Account Executive – Canadian 9-1-1, Emergency Notifications

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.