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Position

Commercial Director, US-West

Company
Company
EarthDaily Analytics
Place
Remote
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Added: April 3, 2024
OUR VISION

At EarthDaily Analytics (EDA), we strive to build a more sustainable planet by creating innovative solutions that combine satellite imagery of the Earth, modern software engineering, machine learning, and cloud computing to solve the toughest challenges in agriculture, water management, carbon-capture verification and more.

EDA’s signature Earth Observation mission, the EarthDaily Constellation (EC), is currently under construction. Once operational in late-2024, the EC will be the most powerful global change detection and change monitoring system ever developed, capable of generating unprecedented predictive analytics and insights. The EarthDaily Constellation will combine with the EarthPipeline data processing system to provide unprecedented, scientific-grade data of the world every day, positioning EDA to meet the growing needs of diverse industries.

OUR TEAM

Our global, enterprise-wide team represents a variety of business lines and is made up of sales, marketing and support professionals, data scientists, software engineers, project managers and finance, HR, and IT professionals. Our EDA sales team is nimble and creative, and we are growing in preparation for launching a frontier and disruptive product in EC. We are currently looking for an experienced Commercial Director, US-West to join our crew!

READY TO LAUNCH?

Do you want to work for one of the most exciting space companies at the forefront of global change detection/change monitoring with large enterprise and government accounts while leveraging your market expertise, proficiency with sales tools and experience across verticals to drive sales for EarthDaily Analytics products and services? 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.

PREPARE FOR IMPACT!

Reporting to the VP Sales for EarthDaily Analytics (EDA), the Commerical Director, US-West, builds a continuous sales pipeline and leads year-over-year capture of sales opportunities for small, medium and enterprise-level Commercial customer accounts in the respective region. The Commercial Director, US-West will create a clear, value-oriented go-to-market strategy for Commercial accounts, and as part of a growing sales team, will be accountable for the growth and development of EDA’s Commercial customers for their region.

Key responsibilities include:

  • Responsible for strategic direction, order intake process and achieving revenue targets as determined in the territory sales plan for Commercial sales
  • Develop a pipeline and identify, cultivate, and win new-logo business while uncovering expansion opportunities within existing Commercial Accounts
  • Generate new logo and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows
  • Support the advancement of data and derived services vision and roadmap, working in partnership with engineering to develop best-in-class capabilities
  • Coordinate with internal stakeholders to translate business requirements and demonstrate the value of EDA’s imagery and data solutions
  • Support the customer’s business operations requirements for data and services, evaluation of existing data quality, and the recommendation of improvements
  • Act as the key Commerical customer contact fielding questions related to imagery and data service sales for the region
  • Support the EarthDaily sales team; deliver regular feedback to more junior sales team members in performance reviews; foster a strong team ethos
  • Represent the company’s technology and solutions, including value-added information products/applications and services to actualize on regional sales plans and to establish key accounts
  • Accurately manage and forecast opportunities within the pipeline
  • Maximize the yield of existing accounts, identify emerging markets and monitor competitive activity to successfully secure Commercial contracts
  • Inform the global sales and marketing plan to include global trends, competition, events, sales forecasts and 3-5-year plan
  • Develop a network of distributors, and trusted partners in areas deemed better served by third parties; manage reseller channel, partners and key strategic relationships
  • Work within the cross-functional team as needed to support key activities including pipeline generation efforts, closing business and customer/account management
  • Use of CRM within the team for all Commercial customer/reseller/partner meeting interfaces, updating the sales pipeline regularly to contribute to a 'regional dashboard'; Develop metrics to accurately demonstrate progress towards order intake goals
  • Understand the market trends of your territory and advise to cross-functional teams (i.e. Marketing; Product; Partnerships; Executive)
  • Ensure the overall delivery and quality of earth observation imagery and data offerings to customers
  • Deliver global report updates on sales performance
  • Develop and own strategic accounts while maintaining strong customer relationships
  • Manage the contracting and procurement process; Coordinate global selling efforts, including bids and RFI/RFP responses
  • Regularly educate customers on new use cases, solutions and market trends
  • Conduct regular field activity including attendance at confrences, tradeshow and workshops

YOUR PAST MISSIONS

  • University degree or equivalent in Technical Areas (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography etc.)
  • MBA or equivalent will be considered an asset
  • 7+ years’ technical sales experience in Commercial markets inclusive of the region, with proven results in multiple customer facing roles
  • 3+ years’ progressive experience in sales management roles
  • Sales experience in earth observation, remote sensing, GIS technologies or similar
  • Experience launching a go-to-market strategy in a high-growth tech company

YOUR TOOLKIT

  • Strong technical, business and analytical acumen
  • Target-driven with strong interpersonal skills and the aptitude to cope with the pressure of a target-driven environment
  • Ability to lead, influence and negotiate at senior levels
  • Customer-oriented with a willingness to learn
  • Excellent decision-making and time management skills
  • Advanced planning and management knowledge
  • Excellent presentation and communication skills
  • Fluent in spoken and written English
  • Ability and willingness to travel frequently
  • Requirement to travel in excess of 50% of the time for sales/customer meetings, intercompany training, off-sites, strategic planning, and conferences/tradeshows and events

OUR SPACE (including travel)

We’d love to welcome you to the sales team for this remote opportunity. Ours is a fun, fast-paced and exciting work environment where we hold innovation, teamwork, honesty, and trust as our core values. And just like space exploration - we’re constantly evolving and pushing new boundaries.

This position has a requirement to travel within the assigned territory in excess of 50% of the time for sales/customer meetings, intercompany training, off-sites, strategic planning, and conferences/tradeshows and event attendance.

To make the most innovative products that serve our customers, we recognize the role that each of us plays in Diversity and Inclusion at EarthDaily. We draw from our diverse crew of exceptional team members and encourage and empower our team members to express themselves regardless of identity, race, colour, ancestry, place of origin, religion, marital status, family status, physical or mental disability, sex, sexual orientation and gender identity or expression.

WHY EARTHDAILY ANALYTICS?

  • Competitive compensation and flexible time off
  • Be part of a meaningful mission in one of Canada’s most innovative space companies developing sustainable solutions for our planet
  • Great work environment and team with a superb head office location in Vancouver, BC
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