Account Executive, Government Sales

ABOUT EARTHDAILY

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 CREW

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, Australia-based Account Executive, Government Sales - Africato join our crew

This is a remote position for a candidate located in an African country. All candidates must be eligible to work in their country of residence.

THE ROLE

The Account Executive ("AE") is responsible for sales of EarthDaily's full suite of products and services, spanning multiple lines of business and market verticals, into government departments and agencies in the African territory. As a strategic planner and a creative thinker, the AE will leverage their existing government contacts, market experience and all available tools and processes to achieve sales targets. Customers within the Africa territory will predominately be comprised of government accounts. 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.

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 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.

YOUR PAST MISSIONS

• 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)
• 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.
• Established professional networks with government agencies across a number of countries in Africa
• Candidates with experience in Sales or a technical role of remote sensing or geospatial data use in insurance & disaster management including wildfire management, mining, defense & intelligence or agriculture verticals will be more strongly considered.

YOUR TOOLKIT

• Deep knowledge of various government policies, organizational and budgetary structure, key programs and stakeholders across Africa
• Humble, genuine, inquisitive; excellent at asking open ended questions.
• Strong proficiency in English for verbal and written communication. Professional proficiency in one or more regional languages also required.
• 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.

OUR SPACE (including travel)

We'd love to welcome you to the Sales team for this remote, Africa-based opportunity. Ours is a fun, fast-paced and exciting work environment where we hold earth-smart (living sustainably), creativity and innovation, proactive communication, diversity and accountability as core values. And just like space exploration - we're constantly evolving and pushing new boundaries.

This position has a substantial requirement for domestic and international travel (50% of time) for sales meetings, inter-company training, off-sites, strategic planning, and for conferences/trade shows and event attendance.

Hours of work typically fall between 9:00am and 5:30pm Monday to Friday with periodic cross-over work required with other team members across a few time zones in addition to occasional evening and weekend work.

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