company

Director of Federal Sales

Sales

Full-time

Description

Orbital Insight’s mission is to understand what we’re doing on, and to, the Earth. This includes all of the economic and social trends that impact us. In order to see these details and work at scale, we leverage advanced computer vision and machine learning techniques at scale. Many of our customers are Commercial as well as Federal clients in the DoD or IC that use our platform in large critical applications which require integration work and, in some cases, advances within the platform to make both strategic and tactical decisions.

The Director of Federal Sales will be a “player coach”. This position will have direct revenue responsibility and also manage to recruit, mentor/coach, and build a Federal Sales team to drive revenue in the North America region. In this position you will be responsible for the direction and continuous improvement of the Federal Sales team, ensuring the achievement of financial sustainable growth, retention, and revenue goals while providing the highest level of customer satisfaction. In addition to building, coaching and developing the Federal Sales team, the Director | Head of Federal Sales will strategize and execute against defined metrics for all new and recurring revenue business targets, prospecting, demand generation, and monitoring key business performance to drive business results. The Director | Head of Federal sales will also be responsible for collaborating and creating the capture management strategy for our federal sales team.

What We're Looking For:
• Success balancing being a “Player” and a “Coach”
• Success hiring and developing high performing teams
• Success adapting in fast-growing and changing environments
• Success influencing at (C-suite) executive level and addressing key business issues
• Success orchestrating and aligning decision makers around a common objective

Resposibilities

  • Lead the entire Federal sales organization through example, empowerment and trust.
  • Evaluate, hire, coach, and mentor new business Account Executives in the North America Federal sales team to exceed new booking targets.
  • Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities throughout the Region
  • Define and implement a territory management go-to-market model for the North America Federal sales team.
  • Define and implement prospecting and demand generation strategies in the Account Executive’s respective territories to drive new business opportunities in the DoD and IC.
  • Anticipate key business, marketplace, competitor dynamics, and develop and implement strategies that ensure growth and mitigate adverse risk with the Account Executive teams.
  • Learn and understand business and technical requirements of clients to sell effective solutions that drive business value and have a clear ROI with the Account Executive teams.
  • Lead client facing presentations with executive level stakeholders; Travel to client locations as needed with the Account Executive teams.
  • Effectively negotiate client terms, lead reviews, and execution of agreements with the Account Executive teams.
  • Support the optimization and collaboration in the development and execution of all strategic and tactical plans to achieve growth, potential, and optimal business partnerships in each account with the Account Executive teams.
  • Work with the Chief Revenue Officer on sales plans, target accounts, key projects, and growth plans for the customer base in the North America Government sales team.
  • Responsible for providing quarterly forecasts to management and monthly forecasts within the current quarter utilizing current processes and systems.
  • Identify resources needed for the team to achieve organizational performance goals.
  • Work in collaboration with the Executive team and Customer Success organization to ensure customer retention rates exceed our defined targets.
  • Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience
  • Qualifications

  • Bachelor's degree in engineering, science, technology, public relations, communications and or related field
  • Master’s degree in business administration or finance is a plus.
  • 5+ years in managing a new business accounts team incorporating complex and solution selling in a SaaS environment.  Federal government sales leadership experience is required.
  • 10+ years in selling complex solutions to enterprise and strategic customers in multiple vertical markets.  DoD and IC experience is a must.
  • History of creating and maintaining relationships with current and positive prospective clients in key strategic verticals; experienced selling enterprise level marketing or technology solutions to C-level executives.
  • History of developing and implementing prospecting, and demand generation strategies for the new business Account Executives
  • Strong consultation skills and excellent solutions knowledge.
  • An understanding of the competitive landscape of our product suite and the differentiators to outmaneuver competition.
  • Strategic account planning and execution skills.
  • Proven track record of meeting and exceeding quotas.
  • Attention to detail and insistence on excellence – hands on leadership style.
  • Excellent written and verbal communication; skilled in creating and editing professional proposals in Microsoft PowerPoint and Word.
  • Ability to collaborate across functions and facilitate discussions in order to reach agreed upon recommendations.
  • An Active TS USG Security Clearance within the last 24 months. A DoD Top Secret Level Clearance is required.
  • Additional Information

    Orbital Insight is a fast growing provider of geospatial data and geo­-analytic services to commercial, nonprofit and public sector clients across the globe. Leveraging advancements in computer vision and cloud computing, Orbital Insight is turning millions of images into a big picture understanding of the world that is quantitatively grounded in observation, creating unprecedented transparency, and empowering global decision makers with new sources of objective, quantified socio­-economic insights.

    We are backed by marquee investors such as Google Ventures, Sequoia Capital, In­-Q­- Tel and Bloomberg Beta, Orbital Insight is rapidly expanding its commercial and public sector capabilities. Come join us if you are unafraid to try new approaches and relentlessly seek to push the state of the art, taking projects all the way from prototype to production-ready.
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