Solutions Engineering Manager - 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 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.

• →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

• 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

• 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

• 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

• 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

• 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

• 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