Director, Sales - Defence (Europe)

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 European-based (ideally Brussels, Belgium) Director of Sales - International Organisations and Government to join our crew!

This is a remote position. The ideal candidate would be located in Brussels, Belgium or near an international government organisation. All candidates must be eligible to work in the country in which they reside.

THE ROLE

Reporting to the VP, Defence & Intelligence, the Director, Sales will develop and execute the go-to-market strategy to sell EarthDaily products and services into the Defence & Intelligence market across Europe. This position will leverage enterprise and government sales experience, deep knowledge of key programs, and relationships with various national defence agencies and contractors. Working closely with the Sales team and Product Development teams, they will identify new sales opportunities, shape customer requirements and develop closing strategies for strategic opportunities.

Key responsibilities include:

Sales Strategy Development

• Drive revenue growth by developing a pipeline and closing business while uncovering expansion opportunities within existing accounts.
• Develop and execute against a territory sales plan.
• Generate net-new and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows.
  
  

Identify, Engage Customers to Close Sales

• 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.
  
  

Market Research and Sales Management

• Work to continually 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).
  
  

YOUR PAST MISSIONS

• University degree or equivalent in Technical Areas (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography etc.) or Business, Administration or a related field (MBA or equivalent will be considered an asset)
• 8 years+ experience in a customer-facing sales role, selling a SaaS or highly technical solution
• Civil and Defence expertise: A military background including public security and working knowledge of operational efficiencies, resilience and strategy development
• Expert in Intelligence, Surveillance and Reconnaissance (ISR) as data as a service with required cloud computing requirements for Defence use cases with an understanding on how to commercialize for wider application.
• Vertical specific expertise selling products and services into government agencies; established professional networks with European governments
• Experience in Earth observation, geospatial technology or similarly technical market
• Vertical specific expertise selling products and services into government agencies; established professional networks with European governments
• Proven track record of regularly achieving and exceeding sales targets - carrying/delivering against a seven-figure quota
• Prior employment or experience working with systems integrators
• Experience with selling at a global scale is an advantage
• A National and/or NATO Security Clearance would be an advantage. 
  
  

YOUR TOOLKIT

• Must be fluent in English, and have professional proficiency in one or more of French, German, Spanish, or Dutch.
• Deep domain knowledge of defence agency procurement processes
• Humble, genuine, inquisitive; excellent at negotiating and asking open ended questions
• Thorough understanding of how to successfully prospect into accounts and generate new sales pipeline
• Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC
• Experience with a CRM such as HubSpot or SalesForce
• Target driven and highly organized with excellent time management skills.
  
  

OUR SPACE (including travel)

We’d love to welcome you to the Sales team for this remote Europe-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.

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