Senior Director, Enterprise Sales

This is a fully remote position, open to applicants in Florida, +2 more states.

📋 Description

• Take ownership of the annual bookings and revenue targets for Absolute Ocean, Absolute Ocean Onboard, and associated data and implementation services.

• Design and implement account strategies for selected U.S. Government and key commercial accounts.

• Generate a qualified pipeline through direct outreach, building executive relationships, collaborating with partners, participating in industry events, obtaining referrals, and executing targeted account-based campaigns.

• Manage the entire enterprise sales process from account selection to discovery, qualification, solution alignment, demonstration, business-case development, proposal, negotiation, closing, implementation handoff, and expansion.

• Market Absolute Ocean as a comprehensive enterprise solution rather than merely a collection of individual software licenses.

• Convert customer operational challenges into solutions involving SaaS, data, edge computing, and workflow enhancements.

• Engage with senior stakeholders across sectors such as defense, intelligence, energy, offshore infrastructure, hydrographic surveying, and other maritime industries.

• Navigate through government acquisition processes and commercial procurement, including security, legal, IT, and vendor-management evaluations.

• Foster relationships with operational users, technical authorities, program offices, contracting organizations, CIO and data teams, as well as executive economic decision-makers.

• Collaborate with Sales Engineering, Product Development, Engineering, Operations, Marketing, and executive leadership to craft effective solutions and demonstrations.

• Create proposals, presentations, pricing strategies, account plans, and executive business cases.

• Ensure accurate tracking of opportunities, customer interactions, next steps, and forecasts within the company CRM.

• Gather customer and competitive insights and convert them into practical guidance for product strategy and market entry planning.

• Represent Terradepth at customer meetings, conferences, demonstrations, exercises, and industry events.

• Develop initial deployments into long-term, enterprise-level recurring revenue relationships.

⛳️ Requirements

• Minimum of 10 years of proven experience in enterprise software, SaaS, data-platform, geospatial, cloud, AI, or other intricate technology sales.

• Documented success in closing multimillion-dollar enterprise software or technology contracts.

• Experience in sales to both the U.S. Government and large commercial entities.

• Proven track record of consistently meeting or exceeding individual sales targets.

• Ability to independently create new pipelines without solely depending on inbound leads, existing contracts, or company leadership.

• Experience in managing complex sales processes that involve operational users, technical evaluators, cybersecurity teams, procurement officials, contracting staff, legal teams, and executive buyers.

• Strong understanding of value-based and solution-selling techniques, including discovery, qualification, business-case formulation, negotiation, and account growth.

• Capability to effectively articulate cloud software, data platforms, APIs, analytics, AI-driven workflows, edge computing, and enterprise integration to both technical and non-technical audiences.

• Familiarity with government procurement processes and the distinctions between government capture and commercial enterprise selling.

• Executive presence with the ability to communicate effectively with senior military officers, government executives, commercial leaders, engineers, and end users.

• Exceptional written communication, presentation, negotiation, and proposal development skills.

• Strong discipline in CRM management, pipeline oversight, and forecasting.

• U.S. citizenship with an active Top Secret security clearance.

• Willingness to travel approximately 30–40% of the time.

• Established connections within the Department of Defense, Intelligence Community, U.S. Navy, Special Operations, maritime, geospatial, or national security sectors.

• Experience selling into energy, offshore infrastructure, ocean surveying, telecommunications, insurance, or other data-driven commercial markets.

• Experience in selling platforms that cater to both government and commercial sectors.

• Knowledge of maritime-domain awareness, bathymetry, hydrography, GIS, remote sensing, autonomous systems, digital twins, or ocean data.

• Experience with AWS, secure government cloud settings, data sovereignty requirements, FedRAMP, DoD impact levels, Zero Trust, or classified deployments.

• Background in selling edge computing or on-premises software alongside cloud-based SaaS solutions.

• Familiarity with recurring software licenses, enterprise agreements, data subscriptions, appliances, implementation services, and usage-based pricing models.

• Experience in a high-growth technology firm where sales professionals operate with significant autonomy and limited support infrastructure.

• Bachelor’s degree or equivalent relevant professional experience.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance coverage.

• 401(k) retirement plan options.