Description

Cambridge, MA HQ, remote US

TileDB is looking for a talented and driven Account Executive to join our team and help drive growth for our Geospatial solutions. We are pioneering the database for any complex data and compute. When it comes to data, TileDB structures what others see as unstructured; going beyond blobs and tables and making any data - video, images, point clouds and more analysis-ready. TileDB has traction in life sciences, geospatial, telecom and more.

We are backed by top-tier investors, including Two Bear Capital, Nexus Venture Partners, Uncorrelated Ventures, Intel Capital, and Big Pi. TileDB is used by defense customers such as Lockheed Martin, governments such as GeoScience Australia, large re-insurers, non-profits working on climate change and carbon neutral applications, and many more forward thinking organizations making a difference in our ever changing world utilizing geospatial technology.

Geospatial is undergoing a massive digital transformation, and TileDB is well-positioned to be the industry category killer that helps solve data silo challenges. In this role, you will be responsible for prospecting, qualifying, presenting, negotiating, and closing opportunities in many verticals requiring geospatial data.

As our ideal candidate, you are dynamic, creative, and passionate about revolutionizing the way geospatial data is stored, managed, shared and analyzed. This is an excellent opportunity for someone who is looking to learn, grow, and build their career while making money with a generous commission plan. Join TileDB today and be part of a team that is transforming the lives of analytics professionals and data scientists worldwide.

What you’ll do:

  • Spearhead the growth & adoption of TileDB Products into Geospatial and Government Accounts alongside out Solution Architects
  • Manage the full sales cycle from prospecting and qualifying through closing
  • Uncover new opportunities from our existing customers and target accounts
  • Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing your pipeline of opportunities and weekly sales forecasts
  • Leverage and coordinate cross-functional internal teams when necessary (Legal, Engineering, Marketing, Product) to efficiently navigate complex sales cycles
  • Engage in team development and mentoring
  • Lead compelling presentations of TileDB Cloud Products for Geospatial, Lidar, Point Clouds and Imaging. Share our vision to a range of audiences from GIS, Geospatial Engineers, Informatics, ML Engineers, Data Scientists and Directors, VPs, CDOs and Digital Transformation Executives.
  • Travel to Customers and Events to prospect and promote TileDB’s products

Requirements

  • REQUIRED - 5+ years of experience in a closing role at a SaaS provider, with a record of top performance. Selling into government customers is a plus
  • REQUIRED - Geospatial, GIS domain experience ; familiarity with ESRI, ENVI and other tools a plus.
  • Have closed $1M+ SaaS sales opportunities, understand how to map and work large accounts. Can grow accounts into 8-figure opportunities.
  • Possess the tenacity to Close Business, own the ‘can do’ attitude to do whatever it takes, be flexible and adaptable to all things in a start-up and have a sense of humor that contributes to a winning environment!
  • Understanding of all aspects of the sales cycle from Prospecting, Qualifying, Presentation, Demonstration, POC (Proof Stage) to negotiation and closing.
  • Have used and been trained in a modern sales methodology – Force Management, MEDDIC, MEDPIC, Challenger Sales, Target Account Selling, Revergy or similar.
  • Have experience with a digital sales stack – such as SalesForce, Hubspot, LinkedIN Navigator, LeadIQ, SalesLoft… & Familiar with Social Selling
  • Understanding of forecasting and time management
  • Excellent written and verbal communication skills
  • Experience working with Cloud Partners – AWS, Azure or GCP
  • Ability to thrive in a constantly changing and evolving work environment
  • Unwavering drive to be successful and constantly develop your career
  • BA/BS - GIS, Remote Sensing, or Computer Science majors is a big plus
  • Knowledge of GDAL, PDAL, PostGIS or Rasterio a plus

Benefits

  • A culture of continuous improvement where you can grow your career and get coaching!
  • Competitive salary and stock options
  • 100% medical and dental insurance coverage (for you and your dependents!)
  • Paid parental leave
  • Paid time off (vacation, sick & public holidays
  • Flexible time off & flexible hours
  • Flexibility to work remotely