Account Executive

2 weeks ago

Washington, United States Dense Air Limited Full time

**Position Overview**:
This position holds a pivotal role in shaping Dense Air’s strategy within the Commercial Real Estate (CRE) vertical, a critical element of our Go To Market (GTM) strategy. The Account Executive will collaborate closely with the CRO to define this strategy by aligning Dense Air with the CRE vertical, its expectations and methods of doing business. Success in this role is measured by effectively creating and managing a healthy funnel and closing commercial agreements.

**Key Responsibilities**:

- Organize, qualify, and manage a pipeline of dozens of enterprise opportunities ramping over the first three months.
- Negotiate, structure, and sign revenue-generating agreements with at least 2 of those prospects in the first 6 months.
- Under the direction of the CRO, execute Dense Air’s sales plan with CRE ownership groups, management companies, consultants, and construction companies.
- Establish and maintain a network of key contacts and influential relationships with stakeholders in the CRE industry, including key associations within the sector.
- Guide and execute proposal creation, pricing, contract discussions and negotiations, working closely with Dense Air's Sales Engineering, Finance, Legal and Executive team.
- Collaborate with the rest of the Sales team to build partnerships with other stakeholders across the different verticals.
- Drive results through a results-driven approach, focusing on achieving sales growth and revenue targets within the CRE sector.
- Prepare and/or guide proposals in response to RFI/RFP/RFQs in the CRE sector.
- Maintain and enhance relationships with current and prospective indirect sales partners in the CRE industry to ensure Dense Air can deliver via those channels where appropriate.
- Play a key role in ensuring Dense Air is viewed positively by our customers by accurately representing customer needs in proposals and the projects we deliver. Assist in support of these accounts ongoing.

**Education and Experience**:

- Critical for this role is the demonstrated ability to interact with executives within the CRE vertical, specifically Class A Office and/or Multi-Family.
- At least 5 years of relevant sales, business development and proposal management experience in the CRE vertical, ideally with a focus on working with ownership groups, management companies, consultants, and construction companies.
- Proven ability to meet or exceed quota.
- BA/BS or equivalent experience preferred.
- Proven experience identifying the different influencers and decision makers throughout the selling process, expressing the value proposition, delivering written and oral proposals, leading negotiations, and closing skills.
- Experience with a start-up is a plus.

**Personal Qualities**:

- Delivery and results-focused, able to thrive in an extremely fast-paced, challenging environment within the real estate industry.
- Ability to multi-task and deal with global stakeholders (US/UK).
- Excellent communication skills and attention to detail, especially in interactions with ownership groups, management companies, consultants, and construction companies.
- Solid sales process experience, including all facets of engagement from initial cold calling, to moving prospects through their individual Customer Journey, finishing with successful contract negotiation and handoff to other parts of Dense Air for delivery.
- Solid professional relationships with strategic clients, partners, and associations in the CRE vertical are a plus.
- Excellent verbal and written skills, including strong presentation skills. Solid ability to interface, inspire, and motivate at all levels of the organization, particularly within the context of the CRE industry.
- Ability to write clear, concise, and creative content relevant to the CRE sector.
- Ability to collaborate effectively across all divisions within the company, focusing on driving a positive corporate culture.

**Diversity, Equity, and Inclusion**:

- Dense Air is committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and employees regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, and any other characteristic protected by applicable law. Dense Air believes that diversity and inclusion among our teammates is critical to our success._

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