Account Executive

Position Overview

We are seeking a driven and experienced Account Executive to join our growing sales team and report directly to the CEO. This role will be responsible for driving sales performance and revenue generation with blue-chip customers in the commercial surveying and mapping industry. The primary focus for this role will be developing and executing account growth plans in partnership with the CEO. Our ideal candidate has 5+ years of sales experience and possesses deep familiarity with surveying and reality capture technology (e.g. LiDAR, UAVs, photogrammetry).

Responsibilities

• Outbound Sales Strategy Collaboration: Work with the CEO and broader sales team to develop and execute a strategic sales plan to meet and exceed revenue targets within the commercial sector. Identify target markets, industries, and key accounts for potential business growth. Develop a sales playbook for varied customer profiles in coordination with the CEO and other Commercial team members.
• Key Account Growth: Determine ways key customers can use the platform more extensively across multiple projects. Modify service contracts to accommodate added products or services. Establish mutually beneficial terms for both the client and the organization, and facilitate the buying, acquisition, and onboarding process.
• Prospecting and Lead Generation: Conduct proactive prospecting activities to identify and qualify new business opportunities. Utilize various channels such as cold calling, networking, referrals, and digital outreach to generate a consistent pipeline of leads.
• Consultative Selling: Understand client needs and challenges within the commercial sector. Effectively communicate the value of Mach9's geospatial technology solutions to key decision-makers. Provide consultative guidance, address client concerns, and tailor proposals to meet specific customer requirements.
• Sales Presentations and Negotiations: Deliver compelling sales presentations, product demonstrations, and proposals to potential clients. Lead negotiations on pricing, terms, and contracts, working closely with the CEO to secure profitable deals.
• Pipeline Management: Maintain accurate and up-to-date records of all prospect interactions and activities in a CRM system. Tracking the progress of opportunities with specific accounts through the sales pipeline and providing regular reports to the sales team and executive leadership.
• Product Strategy Collaboration: Gather customer feedback and share it with internal teams such as product development, marketing, and sales. Advocate for customer needs and priorities within the organization.
• Market Intelligence: Stay up to date with industry trends, market dynamics, and competitor activities within the commercial sector. Provide insights and feedback to the product, marketing, and sales teams in order to drive product enhancements and maintain a competitive edge.

Requirements

• Minimum of 5 years of experience in B2B SaaS sales or business development roles, preferably at an early stage company or business unit within the geospatial commercial sector or relevant industries.
• Proven track record of exceeding sales targets and driving revenue growth.
• Self-motivated and self-sufficient to achieve and surpass sales goals.
• Strong networking and prospecting skills, with the ability to identify and engage key decision-makers.
• Excellent communication and presentation skills, with the ability to articulate complex technology and onboarding programming in a compelling manner.
• Consultative selling approach, with a focus on understanding customer needs and providing tailored solutions.
• Relationship-building skills, with the proven ability to foster trust and credibility with clients over many years (2+ year relationships).
• Willingness to travel 50%.
• Familiarity with geospatial technology or related industries is a plus.
• Previous experience with government contracts and procurement.
• Proficiency in CRM software and other sales productivity tools.
• Bachelor's degree in a relevant field is preferred.

Additional information

Join Mach9 and make a significant impact on our growth trajectory within the commercial sector. Apply now and contribute to our mission of providing cutting-edge geospatial solutions to build, maintain, and manage critical infrastructure globally.