dronedeploy - Account Executive, Territory
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Requirements
• 3+ years of quota-carrying SaaS sales experience with full-cycle ownership. • Proven record of exceeding targets, ideally in AEC or construction technology. • Experience selling into AEC (architecture, engineering, or construction) organizations. • Ability to navigate complex accounts and work with multiple stakeholders, including executives. • Comfort working in a fast-paced, growth environment with high territory ownership. • Strong consultative selling skills, including deep discovery and solution design. • Excellent communication, negotiation, and relationship-building skills. • High attention to detail in forecasting, organization, and CRM hygiene. • Proficiency with Salesforce, Outreach, Excel, and Google Sheets. • Willingness to adopt and use AI-powered tools like Gong, Glean, and Gemini. • Ability to travel across the U.S. and to Canada up to ~50% of the time. • Bachelor’s degree or equivalent experience. • Ability to obtain and maintain a USA Part 107 drone license within 90 days of hire.
Responsibilities
• Deliver territory revenue targets, with roughly 60% from expansion and 40% from new logos. • Own your book of business and proactively uncover new opportunities within assigned accounts. • Build strong relationships with key contacts who help identify and champion expansion. • Partner with Customer Success Managers on client stories, on-site demos, and product rollouts. • Work closely with Sales Engineers on technical walkthroughs and workflow mapping. • Run a targeted prospecting strategy in coordination with Marketing, Business Development, and sales leadership. • Create and maintain account plans for high-value customers and share progress with leadership. • Manage a rolling 120-day forecast and maintain a healthy, well-qualified pipeline. • Lead the full sales cycle from discovery through negotiation, close, and early onboarding. • Keep customers informed about new products, features, and roadmap items that fit their goals. • Collaborate effectively with internal teams and partners to accelerate customer outcomes. • Keep Salesforce data accurate and current for opportunities, stages, and activities. • Execute a daily mix of outreach, discovery meetings, demos, and proposals that advance deals. • Use AI tooling to review performance, refine messaging, and continuously improve results.
Benefits
• Help leading AEC firms transform how they plan, build, and operate projects with unified reality capture and AI. • Run your territory like a business, with clear goals and room to design how you hit them. • Sell a proven, differentiated platform already trusted by a large share of top ENR contractors. • Build a visible track record that can lead to Enterprise AE roles in AEC or Energy & Emerging. • Balance remote work with meaningful time on sites and at customer offices. • Work in an AI-forward culture that gives you modern tools to find, qualify, and close better opportunities. • (Benefits may vary by location and role) • These are just some of the perks you'll enjoy—there's more to discover once you join us! • Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork. • Drone Certification – Get certified and gain unique, hands-on skills with our full backing. • Flexible Work Arrangements – Enjoy autonomy with remote-first options and schedule flexibility. • Paid Family Leave – Take the time you need to support your family during life’s most important moments. • Comprehensive Healthcare Coverage – Plans designed to support your well-being. • Career & Growth Development – Build new skills and unlock opportunities through continuous learning. • Flexible PTO – Take time off when you need it to recharge—we trust you to manage your time well. • Employee Referral Bonus – Know someone great? Refer them and earn a bonus when they join our team.
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