DroneSense, Inc.

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.
• - Training coordination and customer support.
• - Travel up to 40% of the time.
• - Always Help First.

DSR Implementation Specialist – Contract

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

• 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

Sales

• Directly manage a team of Regional Account Executives and Account Managers, providing coaching, mentorship, and performance management.
• Own team-level revenue attainment across new business, renewals, and expansion within the U.S. market.
• Partner with Sales Operations and leadership to establish clear targets, forecasts, and performance metrics.
• Implement and reinforce repeatable sales processes aligned with public sector buying cycles.
• Ensure consistent understanding and utilization of MEDDIC across the team for deal qualification, inspection, and forecasting.
• Lead regular deal reviews focused on MEDDIC rigor, risk identification, and next-step clarity.
• Partner closely with Marketing, Solutions Engineering, Customer Success, and Product to align messaging, execution, and customer outcomes.
• Ensure the team maintains a deep understanding of U.S. public safety workflows, procurement processes, and operational realities.
• Represent DroneSense at industry events, leadership meetings, and key customer engagements as needed.

National Sales 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

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.

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
• Support security and compliance initiatives (e.g., SOC 2, TX-RAMP, or similar) by implementing and maintaining required technical controls and automation, in partnership with a Security Analyst
• 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