Senior Account Executive - West Region - DroneSense

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.

Versaterm is seeking a results-driven Senior Account Executive to lead new business development efforts for DroneSense across the Central Region of the United States. This role is responsible for driving net-new revenue growth by selling SaaS-based public safety solutions to law enforcement, fire, emergency management, and other public sector agencies.

The ideal candidate brings a strong background in SaaS sales, experience managing complex enterprise sales cycles, and a disciplined, metrics-driven approach using MEDDPICC methodology. Prior experience selling into public safety or government markets is highly valued.

This is a high-impact, quota-carrying role that requires strategic prospecting, executive-level engagement, and the ability to navigate multi-stakeholder procurement environments.

· Own the full sales cycle from prospecting to close across the assigned Central Region territory

· Drive net-new logo acquisition and expand market presence within public safety agencies

· Execute a disciplined MEDDPICC-based sales process to qualify opportunities and forecast accurately

· Develop and maintain strong relationships with command staff, IT leaders, procurement teams, and executive decision-makers

· Lead discovery conversations to identify operational challenges and align DroneSense solutions to measurable outcomes

· Partner with Sales Engineering, Marketing, Customer Success, and Leadership to build compelling proposals and responses to RFPs

· Manage complex, multi-threaded deals involving government budgeting cycles and competitive evaluations

· Maintain accurate pipeline visibility and forecasting within CRM

· Represent Versaterm at regional conferences, trade shows, and industry events

· Consistently achieve or exceed quarterly and annual revenue targets

· 5+ years of quota-carrying SaaS sales experience, preferably in B2B enterprise or public sector environments

· Demonstrated success closing complex, multi-stakeholder deals with average sales cycles of 6+ months

· Strong working knowledge and practical application of MEDDPICC sales methodology

· Proven ability to prospect, build pipeline, and drive territory strategy independently

· Experience selling into state and local government or public safety agencies (law enforcement, fire, emergency management)

· Strong executive presence with the ability to communicate value at command staff and C-suite levels

· Experience navigating RFP processes and public procurement environments

· Excellent forecasting discipline and CRM hygiene

· Willingness to travel within the Western Region as needed

· Prior experience selling public safety, CAD, RMS, drone, or mission-critical software solutions

· Established relationships within Central Region public safety agencies

· Experience selling mission-critical or operational SaaS platforms

· Bachelor’s degree in Business, Public Administration, or related field