The Company

Versaterm is a global public safety solutions company helping agencies transform their organizations by providing innovative solutions, expertise and an unwavering dedication to customer service. We are on a journey to build a public safety technology platform that will enhance community safety by creating purposeful integrations across the public safety spectrum. We deliver intuitive tools developed for public safety agencies, forensic labs, court systems, schools and other institutions. Our selective growth strategy focuses on improving customer and user workflows for more efficient and effective operations, leading to better service and 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.

The Role:

Versaterm is seeking a Solutions Engineering Manager to lead and scale the Solutions Engineering team supporting DroneSense. This role is responsible for driving technical pre-sales excellence, building a high-performing team, and partnering cross-functionally with Sales, Product, and Customer Success to deliver impactful customer outcomes.

This leader will serve as both a player-coach and strategic partner, ensuring the team delivers compelling product demonstrations, supports complex sales cycles, and enables successful customer adoption. The role requires strong technical depth, executive presence, and the ability to translate customer needs into scalable solutions within mission-critical public safety environments.

What You Do:

Team Leadership & Development
Build, mentor, and lead a high-performing team of Solutions Engineers
Establish best practices for pre-sales engagement, technical discovery, and solution delivery
Foster a culture of accountability, continuous learning, and customer-centric problem solving
Provide coaching on deal strategy, technical positioning, and executive communication

Pre-Sales & Customer Engagement

Partner with Account Executives and Sales Leadership to support complex, multi-stakeholder sales cycles
Lead and oversee delivery of tailored product demonstrations aligned to customer needs and operational workflows
Act as a senior technical and domain expert in high-impact deals and strategic accounts
Support field engagements, executive briefings, and on-site demonstrations with public safety agencies

Go-to-Market Strategy & Execution

Collaborate with Sales leadership to develop and refine territory and account strategies
Use data-driven insights to identify high-value opportunities and optimize resource allocation
Contribute to pipeline development and help drive deal progression through technical validation
Trials, Pilots & Customer Success Alignment
Oversee strategic pilot programs and customer trials, defining success criteria and ensuring alignment across teams
Lead post-trial evaluations and support conversion of pilots into long-term customers
Partner with Customer Success to ensure seamless handoff from pre-sales to post-sales and long-term adoption

Cross-Functional Collaboration

Work closely with Product and Engineering to relay customer feedback, feature requests, and market insights
Partner with Marketing to support messaging, positioning, and field enablement
Help shape product positioning within the public safety and drone ecosystem

Industry Leadership & Representation

Represent DroneSense at industry events, conferences, and customer engagements
Build credibility and relationships with public safety leaders and key stakeholders
Serve as a trusted advisor in mission-critical operational environments

What You Bring:

5+ years of experience in Solutions Engineering, Sales Engineering, or Technical Pre-Sales, with leadership or management experience
Strong technical acumen combined with business and operational understanding
Prior experience scaling or building Solutions Engineering teams
Proven ability to support and close complex, enterprise-level deals
Experience delivering impactful product demonstrations and leading technical discovery
Strong executive presence with the ability to influence internal stakeholders and external customers
Experience collaborating cross-functionally across Sales, Product, Marketing, and Customer Success
Excellent written and verbal communication skills
A hands-on, low-ego leadership style with a willingness to operate as both coach and contributor
Ability to execute with minimal direction in a fast-paced, high-growth environment
The ideal candidate will champion AI‑forward initiatives across the sales lifecycle to improve accuracy, efficiency, and competitive differentiation.

Preferred Qualifications:

Experience in public safety, drone/UAS technology, or mission-critical SaaS platforms
Experience supporting government or public sector sales cycles
Familiarity with integrations, APIs, and technical solution architecture

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 info@versaterm.com.