Account Director

2 weeks ago

Washington, United States GHGSat Inc. Full time

GHGSat offers greenhouse gas detection, measurement, and monitoring services to industrial and government customers around the world. The company uses its own satellites and aircraft sensors, combined with third-party data, to help industrial emitters better understand, control, and reduce their emissions.

As GHGSat continues its journey to build the world's leading geospatial atmospheric data platform, we are seeking an Account Executive for our satellite derived methane monitoring products. These products help companies across commercial sectors identify and analyze methane gas emissions helping them proactively mitigate and manage the risk of loss of their valuable product.

As an Account Director at GHGSat, you’ll be spearheading initiatives selling our solutions, along with our vision of helping our Government customers dramatically reduce the risks and impact of methane gas emissions across key verticals. We’re looking for those who love building new relationships with senior Government decision makers at all levels about using our monitoring and data solutions and running the overall strategic relationship with these customers (including white space identification, contract negotiations, etc.)

What you’ll do

GHGSat is looking for an excellent teammate who has shown success in prior roles. Your responsibilities will include:

  1. You will develop and manage key client accounts whilst supporting new opportunities within Europe.
  2. Prospecting and handling high-value Government prospects and customers (US Federal, NASA and/or US State organizations).
  3. You will contribute to the fast-growing business, and source new opportunities to provide GHGSat’s solutions to.
  4. Build robust territory plan to grow existing US Government accounts and breakthrough at greenfield accounts.
  5. Driving opportunities for product use cases around data, analytics, and emissions monitoring.
  6. Work with and mentor Account Executives and Sales Development Reps on your team, to drive new leads and sales.
  7. You will deliver the technical win and product fit at customer accounts. You will build customer trust in GHGSat and our solutions, which results in customer success in the post-sale. The Account Director is both technical and a skilled relationship builder. They can clearly articulate complex value propositions.
Your Background

GHGSat values diverse experiences in other industries, and we encourage everyone who meet most of the required qualifications to apply. We are always looking for people who will bring something new to the table

Required:
  1. Bachelor’s degree in business, engineering, or other relevant background.
  2. Based in the Washington D.C. area is a 'must-have'.
  3. 7+ years experience selling strategic solutions across US Government organizations & institutions.
  4. Strong track record of sales performance.
  5. Experience building and selling SaaS, Data and Business Analytics solutions.
  6. Strong network at US Federal, NASA and/or US State organizations.
  7. Strong governmental network at national level, notably within Germany, France, Italy, and/or Spain.
  8. Experience in tracking prospective ITTs with NASA, US Federal, and US State Agencies as well as sales lifecycle and procurement.
  9. Experience in managing and winning proposals for government grants and R&D ITTs.
  10. Strong team selling skills that involve cross functional teams of generalist AEs, product management, and executive sponsors.
  11. Hands-on, passionate, and creative problem solver with know-how to get things done and ability to lead others to success, focusing on creating value.
  12. Strong understanding of metrics and KPIs.
  13. Highly visible, excellent communicator and presenter able to gain confidence of c-level audience.
  14. Ability to build a deep understanding of an enterprise’s emissions solutions’ needs and guide them to a technical solution.
  15. Ability to learn, embrace change, and be a team player.
Traits of Great Account Directors
  1. Fluent with technology - Must be comfortable with both using and selling the technology.
  2. Understands the value of the product - Can convince prospects of the true value of the technology.
  3. Knows the ideal customer profile inside and out - Knows how to look for specific customer characteristics.
  4. Values long-term customer success - Always looking to help the business succeed overall, not just them.
  5. Always minimizes discounts - Reps who focus on the value of the product, not the price.
  6. Understands venture capital and how it impacts working for a VC-backed company - Great SaaS sales reps can reassure prospects that their business will be there tomorrow, next month, and years from now.
  7. Creates strong connections with customers - Great written and verbal skills - The best SaaS sales reps can engage prospects through email and the phone almost as well as traditional reps can close deals in person.

GHGSat offers a creative and highly-motivating work environment. We offer competitive salaries, health and social benefits including flex-time and continuing development. We are committed to a diverse and inclusive workplace. GHGSat is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status. If you would like to request an accommodation, please notify your Recruiter.

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