Sales Manager – Geospatial Solutions

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Manage a personal sales quota and take ownership of a designated sales territory.

• Execute the complete sales process, encompassing prospecting, discovery, demonstrations, proposals, pricing, and finalizing sales.

• Navigate RFPs and public procurement procedures effectively.

• Utilize AI-driven prospecting and research tools to discover opportunities and prioritize accounts.

• Lead, mentor, and develop the sales team.

• Establish territories, quotas, and objectives, assisting team members in reaching them.

• Leverage AI insights, such as call analysis and deal scoring, for effective coaching.

• Recruit and onboard new team members as needed.

• Take responsibility for the pipeline and bookings forecast and report it to Harris leadership.

• Conduct regular pipeline reviews and ensure the integrity of CRM data.

• Validate forecasts and reports generated by AI using sound judgment.

• Oversee the Sales team budget with monthly updates on forecasts and explanations of variances.

• Collaborate with GIS personnel, IT, and executives to discuss GIS workflows, spatial data, and integrations.

• Showcase practical AI applications for customers' GIS tasks and clarify data protection and limitations.

• Relay customer feedback to the Product team.

• Work in partnership with Customer Success and Professional Services to retain and expand the customer base.

• Collaborate with Marketing on campaigns, content creation, and GIS conferences.

⛳️ Requirements

• Over 5 years of experience in B2B software sales with a proven track record of meeting or exceeding quotas.

• Experience in leading or coaching a sales team while managing an individual quota.

• Background in selling GIS, mapping, or location-based software or services.

• Experience in building a team forecast and presenting it to leadership.

• Familiarity with managing or contributing to a sales budget.

• Working knowledge of GIS tools and concepts, including ESRI ArcGIS, spatial data, and web mapping.

• Experience with public sector or utility clients, including handling RFPs and long sales cycles.

• Daily utilization of AI tools for account research, meeting preparation, proposals, and forecasting.

• Ability to clearly and honestly communicate AI concepts to non-technical buyers.

• Strong CRM practices with Salesforce, HubSpot, or similar platforms.

• Comfortable working independently from a home office environment.

• GISP or ESRI certification is a plus.

• A background as a GIS analyst, technician, or solutions engineer is advantageous.

• Experience in selling software with AI features or implementing AI sales tools within a team is beneficial.

• Connections within the US GIS community are a plus.

🏝️ Benefits

• Fully remote work from a home office.

• Regular travel to customer locations and GIS conferences.