Overview
EarthDaily is revolutionizing the way we understand and monitor our planet. Through cutting-edge Earth Observation (EO) technology and geospatial analytics, we provide insights for industries including agriculture, 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 includes 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 building a wide and deep customer base for a variety of use cases in preparation for launching frontier products and services. We are currently looking for an experienced, Australia-based Account Executive, ANZ to join our crew. This is a remote position for a candidate located in Australia. All candidates must be eligible to work in Australia.
The Role
The Account Executive, ANZ is responsible for selling EarthDaily's products and services to customers located within the ANZ territory. As a strategic planner and creative thinker, you will leverage your existing contacts, market experience and available tools and processes to achieve sales targets. Customers within your territory will predominately be large enterprise and government accounts across several vertical markets. You will take a “hunter” approach, prospecting to uncover and close new-logo business while developing opportunities for growth within existing accounts. By acting as a trusted advisor and using a value-based selling approach, you will uncover customers’ true business pain and potential and align their value-drivers with EarthDaily’s differentiators to deliver positive business outcomes.
Key Responsibilities
- Sales Strategy Development
- 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
- Identify, Engage Customers to Close Sales
- Present and demonstrate the value of EarthDaily’s products to customers
- Accurately manage and forecast against an opportunity pipeline
- Work with cross-functional teams to support pipeline generation, closing business and customer/account management
- Market Research and Sales Management
- Understand market trends in your territory and advise cross-functional teams (Marketing; Product; Partnerships; Executive)
- Develop and maintain strong relationships with customers
- Manage contracting and procurement processes
- Regularly educate customers on new use-cases, solutions, market trends, etc. (be a trusted advisor and deliver commercial insight)
- Conduct regular field activity (customer meetings, conferences/tradeshows/workshops)
Your Qualifications
- Your Past Missions
- MBA or equivalent
- University degree or equivalent in technical areas (Remote Sensing, Aerospace Engineering, Aeronautics, Physics, Geology, Geography, environmental science, etc.) or Business/Administration or related field is an asset
- 8+ years of experience in a quota-carrying, customer-facing role selling a SaaS or highly technical solution with a proven track record of achieving and exceeding sales targets
- Proven track record of developing and managing opportunities and closing business with large enterprise and government accounts
- Experience in sales or technical roles involving remote sensing or geospatial data use in insurance, disaster management (including wildfire management), mining, defence & intelligence, or agriculture verticals is a strong asset
- Experience with a CRM such as Salesforce, Pipeliner or NetSuite
Your Toolkit
- Humble, genuine, inquisitive; excellent at asking open-ended questions
- Strong proficiency in English for verbal and written communication
- Strong work ethic and self-drive with an honest and ethical approach
- Thorough understanding of how to prospect into accounts and generate new pipeline
- New-logo focus (more hunter than farmer)
- Understanding of how to effectively use a value-based selling approach
- Familiar with opportunity qualification and management such as BANT or MEDDPICC
- 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, with strong gravitas and influence
- Target driven and highly organized with excellent time management skills
- Strong business focus; helicopter view with attention to detail; sparring partner to senior management
- Strong analytical skills
- Thrives within a target-driven environment
Our Space (including travel)
We’d welcome you to the Sales team for this remote, Australia-based opportunity. Our environment is fast-paced and exciting, with values including earth-smart living, creativity and innovation, proactive communication, diversity and accountability. Like space exploration, we constantly evolve and push new boundaries.
This position has a substantial travel requirement (approximately 50%) for sales meetings, inter-company training, off-sites, strategic planning, conferences/trade shows, and events.
Hours of work typically fall between 9:00am and 5:30pm Monday to Friday, with periodic cross-over work across time zones and occasional evening/weekend work.
#J-18808-Ljbffr