Account Executive

• Territory Ownership: Develops strategic sales and accounts plan for geographic territory and aligns products and services to meet/exceed your annual sales goals
• Demand Generation: Generate new leads through networking and prospecting activities, including cold calling, as well as collaborate with marketing team to develop and execute territory-specific demand generation campaigns
• Sales Cycle Management: Manage the entire sales motion, from lead qualification to proposal presentation, contract negotiation, and close
• Consultative Approach: Facilitate effective discovery and needs analysis process to gain understanding of governmental agencies' current state, their challenges, and goal then develop a unique solution and action plan to address these organization needs
• Relationship Building: Successfully foster meaningful relationships with targeted audiences across all organizational levels to sell products and services
• Product Knowledge & Presentation: Quickly become a product expert for Airspace Link solutions, delivering compelling demonstrations, presentations, and product briefings to local government stakeholders
• Collaboration: Work closely with internal Airspace Link talent (e.g., marketing, product, services, customer success) to meet customer business needs and ensure successful implementation of crafted solutions
• Negotiation & Closing: Lead contract negotiations, draft proposals, and close deals while ensuring compliance with government procurement processes and legal requirements
• Forecasting: Maintain accurate records of sales activities, pipeline updates, and forecasts using CRM systems
• Industry IQ: Develop and maintain in-depth knowledge of UAS trends, budget cycles, and regulatory changes that may impact current customer and sales opportunities

• 6+ years of sales experience with Enterprise SaaS based solutions (UAS experience is a plus)
• Demonstrated track record of high performance by hitting or exceeding quota
• Proven ability to close complex, consultative software solutions ranging $50,000-250,000
• Hunter mentality to find new business and maintain it
• Excellent listening and communication skills
• Possesses high degree of business acumen and executive presence
• Curious and coachable when it comes to new challenges
• Positive self-starter, who thrives in a results-driven and collaborative work environment
• Excellent understanding of sales processes, sales hygiene, forecasting, and urgently driving opportunities to close
• Experience working with RFPs and government contracts
• BS/BA from an accredited university preferred

UAS experience