Senior Account Executive - West Region - DroneSense

The Role:

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.

What You Do:

· 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

What You Bring:

· 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 Central Region as needed

Preferred Qualifications:

· 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