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The Senior Federal Account Executive will manage strategic relationships with U.S. Federal Civilian agencies, driving growth through simplified acquisitions and complex pursuits, leveraging technical skills and education solutions.
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The Company
Versaterm is a global public safety solutions company helping agencies transform how they serve their communities. Since 1977, we’ve been building an ecosystem of intuitive tools designed for public safety agencies, forensic labs, court systems, schools and other institutions. Through purposeful integrations and a selective growth strategy, we focus on improving workflows to help our customers achieve more efficient operations, better service and more just outcomes.
Our teams are driven by innovation, expertise and an unwavering commitment to customer success. As we continue to grow and expand our ecosystem, you’ll have the opportunity to contribute to solutions that enhance community safety and transform the future of public safety technology. If you’re passionate about making a meaningful difference, we’d love to hear from you.
We are seeking a passionate and skilled Solutions Engineer to join our growing team. As a key member of the revenue organization, you’ll play a critical role in enabling customer success through technical excellence, operational execution, and pre-sales strategy. You will collaborate with our regional sales teams to deliver high-impact product demonstrations, guide prospective customers through technical trials, and contribute to the strategic growth of our public safety customer base.
This role requires deep familiarity with Drone as a First Responder (DFR) programs and a working knowledge of FAA regulations governing BVLOS (Beyond Visual Line of Sight) operations. Your expertise will help public safety agencies navigate complex regulatory environments while deploying cutting-edge drone programs that save lives and enhance situational awareness.
What You Do
- 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.
What You Bring
- 3+ years of experience in UAS technical sales, support engineering, or drone operations (e.g., DJI, Parrot, Autel, docked systems, MavLink).
- Working knowledge of DFR program design and FAA regulatory pathways for BVLOS operations.
- Proven ability to communicate complex technical and regulatory concepts to a wide range of audiences.
- Self-starter with the ability to execute independently or in collaboration with others.
- Familiarity with CRM platforms (Salesforce preferred).
- Passion for supporting first responders and a commitment to public safety innovation
- Ability to travel up to 50%
Preferred
- Experience with public safety, emergency response, or defense environments.
- Direct experience supporting DFR programs or obtaining FAA waivers/COAs.
- FAA Part 107 certification and operational flying experience.
- Prior work with drone-related SaaS platforms.
Versaterm does not use AI in the recruitment process. All stages of recruitment decisions are lead by people, including our qualified acquisition team and our experienced hiring managers.
Versaterm is an equal opportunity employer and is committed to equity, diversity, inclusion, and a barrier-free workplace. Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment. For more information, please contact [email protected].
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