Account Executive, USG Civilian State and Local Sales, NORAM

OUR VISION

At EarthDaily Analytics (EDA), we strive to build a more sustainable planet by creating innovative solutions that combine satellite imagery of the Earth, modern software engineering, machine learning, and cloud computing to solve the toughest challenges in agriculture, energy and mining, insurance and risk mitigation, wildfire and forest intelligence, carbon-capture verification and more.

EDA’s signature Earth Observation mission, the EarthDaily Constellation (EDC), is currently under construction. The EDC will be the most powerful global change detection and change monitoring system ever developed, capable of generating unprecedented predictive analytics and insights. The EarthDaily Constellation will combine with the EarthPipeline data processing system to provide unprecedented, scientific-grade data of the world every day, positioning EDA to meet the growing needs of diverse industries.

OUR TEAM 

Our global, distributed team represents a variety of business lines and is made up of business development, sales, marketing and support professionals, data scientists, software engineers, project managers and finance, HR, and IT professionals. EDA's BD and Sales team is nimble and creative, and in preparation for launching a frontier and disruptive product in EDC, we are building a wide and deep customer base for a variety of use cases. We are currently looking for an experienced Account Executive, USG Civilian State and Local Sales in North America to join our crew!

READY TO LAUNCH?

Do you want to work for one of the most exciting space companies at the forefront of global change detection/change monitoring and lead the sale of EarthDaily Constellation data and analytics services? Your customer base will include USG Civilian Agency, US State and Local territory including all non-DoD or Intelligence Community components of the US Federal Government, as well as all US State and Local governmental entities. You will use a values-based selling approach, to hunt and close new logo business and will work to expand the growth of existing accounts. If you have experience in earth observation, geospatial technology or similarly technical market with a proven track record of regularly achieving and exceeding sales targets, we would love to hear from you.

PREPARE FOR IMPACT!

Reporting to the VP, Sales, you will leverage your experience-selling background to apply your knowledge of US and State procurement practices to identify and capture procurement opportunities to sell products and services to the US Government. Working closely with the CRO, Sales team, and Product Development teams, you will identify new sales opportunities, shape customer requirements, and develop closing strategies for a variety of USG Civilian Agency, US State and Local territory customers.

KEY RESPONSIBILITIES

• Drive revenue growth by developing a pipeline and closing new-logo business while uncovering expansion opportunities within existing accounts
• Develop and execute against a territory sales plan
• Generate new agency by employing demand-gen and pipeline-gen techniques/workflows
• Understand the USG and State policy trends driving budgeting and appropriations funding suitable opportunities for EDA products

• Work with designated resellers and systems integrators where appropriate to capture strategic procurement opportunities
• Monitor USG and State and Local procurement announcements and track agency demand signals to identity new sales opportunities
• Present and demonstrate the value of EDA’s products to government prospects
• Accurately manage and forecast against an opportunity pipeline
• Work with cross-functional teams as needed to support key activities such as pipeline generation efforts, closing business and customer/account management

• Develop and maintain strong relationships with customers aimed at creating new procurement opportunities
  ​​​Manage the contracting and procurement process
• Regularly educate customers on new use-cases, solutions, market trends, etc. (be a trusted advisor and deliver commercial insight)
• Conduct regular field activity (i.e. customer meetings, attend conferences/tradeshows/workshops) 
• Regularly achieve and exceed sales quota by meeting New-Logo, Expansion and Renewal business targets (TBC depending on the region)

• University degree or equivalent in Technical Areas (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography etc.) or Business, Administration or a related field (MBA or equivalent will be considered an asset)
• 8 years+ experience in a customer-facing role, selling a SaaS or highly technical solution
• Must have experience in remote sensing, property attribute, and peril data use in insurance/insure-tech
• Prior employment or experience working with systems integrators
• Experience in Earth observation, geospatial technology or similarly technical market with a proven track record of regularly achieving and exceeding sales targets - carrying/delivering against a seven-figure quota
• Strong experience in developing/managing opportunities and closing business with large enterprise and government accounts

• Humble, genuine, inquisitive; excellent at negotiating and asking open ended questions
• Strong proficiency in English for verbal and written communication
• Thorough understanding of how to successfully prospect into accounts and generate new pipeline
• A variable compensation plan, carrying quota, opportunity & pipeline forecasting and closing business should all be familiar concepts
• Understands the key stages of the sales cycle
• Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC
• Experience with a CRM such as HubSpot or SalesForce
• Target driven and highly organized with excellent time management skills
• Strong business focus; helicopter view with understanding of required detail; sparring partner to senior management
• Availability to travel locally and globally on a regular basis (3-4 times per month)

• Base Salary Range: $125,000-$165,000 USD annually
• Variable Pay: Up to 100% of base earnings in connection with achievement of quota for your region

• Competitive compensation and flexible time off 
• Be part of a meaningful mission in one of North America's most innovative space companies developing sustainable solutions for our planet
• Great work environment and team with a head office location in Minnesota