Account Executive, United States

EarthDaily Analytics•Seattle, WA

3h•$95,000 - $120,000•Remote

About The Position

EarthDaily is revolutionizing the way we understand and monitor our planet. Through cutting-edge Earth Observation (EO) technology and geospatial analytics, we provide unparalleled insights for industries ranging from agriculture to mining, insurance, and government intelligence. Our mission is to build the world’s most advanced change detection system to capture, analyze, and interpret global shifts in near real-time. 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. EarthDaily's Global Sales team is nimble and creative, and in preparation for launching frontier and disruptive products and services, we are building a wide and deep customer base for a variety of use cases. We are currently looking for an experienced, European-based Account Executive, United States (US) to join our crew! This is a remote position for a candidate located in the United States, ideally in Seattle, Washington. All candidates must be eligible to work in their country of residence. The Account Executive, US ("AE") is predominantly responsible for sales of EarthDaily's products within the United States market. As a strategic planner and a creative thinker, the AE will leverage their existing contacts, market experience and all available tools and processes to achieve sales targets. The AE will manage a diverse portfolio of enterprise, mid-market, and commercial accounts spanning several vertical markets. The ideal candidate will take a "hunter" approach, regularly prospecting to uncover and close new-logo business while developing opportunities for growth within existing customer accounts. The AE will continuously qualify new opportunities and by leveraging EarthDaily's cross-functional team and will manage complex deals through the entire sales cycle to successfully maximize and close business. By acting as a trusted advisor and using a value based selling approach, the AE will uncover the customers' true business pain/potential and align their value-drivers with EarthDaily's key differentiators to deliver positive business outcomes. The AE will also be expected to regularly report against their meticulously maintained opportunity pipeline and provide sales forecasts to EarthDaily management.

Requirements

MBA or equivalent
University degree or equivalent in technical areas (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography, environmental science etc.) or Business, Administration or a related field will be considered an asset
5+ years’ experience in a quota-carrying customer-facing role, selling a SaaS or highly technical solution with a proven track record of regularly achieving and exceeding sales targets
Strong experience in developing and managing opportunities and closing business with large enterprise and government accounts
Strong proficiency in English for verbal and written communication
Strong work ethic and self-drive using an honest and ethical approach
Thorough understanding of how to successfully prospect into accounts and generate new pipeline
New-logo focus (more hunter than farmer)
Understands how to effectively use a value-based selling approach
Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC
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
Customer-focused; acts as a “trusted advisor”
Team player with proactive and positive attitude; experience collaborating with internal and cross-functional teams
Highly skilled in negotiation and persuasion
Experience with a CRM such as Sales Force, Pipeliner or NetSuite
Strong gravitas and influence
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
Strong analytical skills
Comfortable with the pressure of a target driven environment

Nice To Haves

Candidates with experience in technology sales or sales of remote sensing or geospatial data for use in upstream and midstream energy management, mining exploration and state/provincial programs such as land-use planning, natural resource management, compliance & enforcement, policy design etc. will be more strongly considered

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 logo and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows
Present and demonstrate the value of EarthDaily’s products to its customers
Accurately manage and forecast against an opportunity pipeline
Work with cross-functional team as needed to support key activities such as pipeline generation efforts, closing business and customer/account management
Understand the market trends of your territory and advise to cross-functional teams (i.e. Marketing; Product; Partnerships; Executive)
Develop and maintain strong relationships with your customers
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
Other responsibilities as required
Regularly achieve and exceed sales quota by meeting New-Logo, Expansion and Renewal business targets (TBC depending on the region)