Sales Manager, AEC Accounts

**Sales Manager, AEC Accounts**

at Replica Kansas City Replica is an enterprise data platform that delivers critical insights about the built environment. With better data, human-context and an intuitive design, Replica helps public and private sectors make informed, effective, and responsive decisions. By showing how people live, move and work, we contextualize hard choices, allowing our clients to see around corners and understand the trade-offs surrounding their decisions. Whether for a city planner increasing public transit to underserved neighborhoods or for a grocery chain evaluating where to open a new location, Replicas insights lets clients make more informed, people-centered decisions.

We spun out of Alphabet in 2019 and recently secured series B funding from venture firms including Founders Fund, Innovation Endeavors, Sidewalk Labs, Firebrand Ventures, and Revolutions Rise of the Rest Seed Fund. Today, we are a team of 50 employees with offices in Oakland, New York and Kansas City.

We value our customers, believe in being resourceful, and work in service of each other to scale our product. As we build our team, we are committed to pursuing and bringing together a diverse workforce and creating an environment of inclusion. We value our differences and we encourage all to apply. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, Veteran status, or any other status protected by the laws or regulations in the locations where we operate.

**The Role**

The Sales Director, AEC Accounts, will be accountable for building and managing all sales efforts for the Architectural, Engineering or Construction (AEC) vertical. We refer to these types of AEC accounts as Partners. The role must hire and manage a team that is consistently meeting sales targets and driving significant new business growth. In addition, the role will be responsible for crafting go-to-market strategy as well as all operational and tactical objectives that support the strategy. The primary objective is to drive as much market share of partner accounts as possible. Finally, the role will be responsible for improving coordination and communication with other divisions like customer success, client services, and our strategic accounts division.

**Organizational Relationships**

Sales Director, AEC Market will report to the VP of Sales.

**Responsibilities**

* Recruit, hire, onboard and retain a world class group of Account Executives to drive partner sales.

* Create and operationalize a sales work plan that supports company and sales team objectives.

* In partnership with sales operations, build a sales enablement program that continually improves rep performance.

* Develop and manage KPIs, sales funnels, sales analysis tools and other reports as necessary to effectively manage performance to monthly, quarterly and annual sales targets.

* Develop a deep understanding of our data platform in order to communicate with all buyer types (technical, executive, users)

**Minimum Qualifications**

* 2+ years of proven leadership and management of a sales team.

+ Experience developing and managing sales forces / teams / structures

* Must have 3+ years of experience with one of the following:

+ SaaS sales

+ Sales or Business Development within an Architecture/Engineering consulting firm

+ Sales or Business Development with Big Data products / solutions

* Experience with value-selling technical products

* Resilient- Startups excel because of their ability to fail fast and continuously optimize.

* Preferred experience:

+ Understanding of the transportation industry

+ Existing or previous working relationships with AEC firms

+ Salesforce

+ Working with products or services related to the built environment (engineering, architecture, construction, etc.) and understanding sophisticated and highly technical software and/or data products

**What We Value**

* We work in the service of others

* We understand that talent + diversity + curiosity + relentlessness wins

* We believe walking > talking

* We operate with thoughtful urgency

* We communicate openly and directly

* We build products people use

**Benefits**

* Our people We work as a team and are excited to contribute to city planning

* Competitive salary based on experience and potential for impact

* Equity at an early stage startup

* Health benefits including medical, dental, vision, FSA and HSA options

* 401k account + employer contribution

* Offices in Oakland, New York, and Kansas City

* Flexible PTO

**Replica is an Equal Opportunity Employer**

* Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

* To perform this job successfully, an individual must be able to perform each essential function satisfactorily.

* The requirements listed are representative of the knowledge, skill and/or ability required.

* Ability to operate at both a strategic/conceptual level and at a detailed, operational level metrics driven; highly disciplined

* Must have strong interpersonal skills, maturity and good judgment and be capable of communicating with a diverse range of individuals

* A hands-on, action-oriented approach that fits well with the entrepreneurial, fast-paced culture

* Engaging leadership style that builds and sustains credibility with colleagues, clients and other stakeholders

* Broad functional experience in areas of strategic planning and marketing, sales and market development and planning

*If you don't think you meet all of the criteria above, but still are interested in the job, please apply. Nobody checks every box, and we're looking for someone excited to join the team.*

**Voluntary Self-Identification**

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely **voluntary**. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Replicas Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

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