Account Executive, Canada
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, Canada West-based Account Executive, Canada to join our crew!
This is a remote position for a candidate located in Western Canada or Ontario. All candidates must hold an existing work authorization in Canada.
THE ROLE
The Account Executive (“AE”) is responsible for sales of EarthDaily’s products within the Data and Wildfire Intelligence lines of business. 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. Customers within their territory will predominately be comprised of large enterprise and government 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.
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.
- 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.
- Candidates with experience in technology sales or sales of remote sensing or geospatial data for use in wildfire management, insurance & disaster management, provincial government programs (such as land-use planning, natural resource management, compliance & enforcement, policy design etc.) and mining exploration will be more strongly considered.
- Humble, genuine, inquisitive; excellent at asking open ended questions.
- 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.
Base Salary Range: $90,000-$130,000 CAD annually + commissions
The range is based on Vancouver, BC-derived compensation for this role. Individual salaries are determined based on many factors, including experience, skills, and qualifications. A different range may apply to candidates outside of Vancouver. The top end of the range is typically reserved for individuals that meet or exceed all required qualifications and show demonstrated experience and expertise in all responsibilities of the role.
OUR SPACE (including travel)
We’d love to welcome you to the Sales team for this Canada-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 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.