Head of Sales

6 months ago

Vancouver, Canada Spexi Geospatial Inc. Full time

Spexi Geospatial is a drone technology company with the mission to make high resolution geospatial imagery more accessible than ever before.

**About the Job**

We’re seeking a Head of Sales to join our executive team. This will be our first dedicated sales hire who will work closely with our CEO, COO, and CTO. This role can be remote.

As the Head of Sales, you will be a full stack sales hire - from customer discovery and lead generation all the way through closing deals and reporting dashboard. The expectation is that you aren’t afraid to get your hands dirty. You’ll be picking up the phone, making first calls with potential customers, write scripts for you and future hires, and creating your own sales pitch and sales decks. You’ll be testing hypotheses and developing your thesis on what customer segments are right to target and what customer needs are. You’ll be at the center of the feedback loop between sales and product, constantly communicating your learnings and informing product roadmap. You’ll also be expected to close sales end to end on your own, and shortly, hire and train a team of AEs under you as we scale. To do this you must be a great recruiter, have the capacity to train, motivate, and manage a team. You’ll have drafted and delivered comp plans to your team, built a sales and quota plans.

This will be a key client-facing role, taking ownership of all revenue generation for the entire company: building, managing and developing a high-performance sales team.

**What you will do**
- Manage and grow our existing sales team to four AEs (two commercial, two enterprise), SDR Manager and team of four SDRs.
- A willingness to get hands on with deals, systems and reporting. If you are unwilling or unable to join customer calls, this role is not for you.
- Recruit the best Sales Development Representatives and Account Executives over time.
- Collaborate with our head of marketing to target the right prospective customer.
- Drive a relentless focus on consistently closing revenue each month.
- Personally running a weekly deal review / forecasting call to de-risk deals to ensure they close as expected.
- Represent the sales organization in Weekly Business Review to report progress to management.
- Celebrate the wins.
- Develop and execute against qualified, but often early-stage, leads to achieve and exceed individual software quota responsibility.
- Work with the ADR team to develop and nurture a pipeline that will fuel the ongoing growth of your department, enabling you to exceed your quarterly and annual sales quota.
- Work cross-functionally with our Sales Engineers, Account Development, Marketing, Product, and Professional Services teams to deliver outstanding results.
- Accurately forecast profitable and predictable territory performance.
- Understand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization.
- Be a conscientious team member that actively contributes to our positive work environment, which is anchored in our guiding principles and Diversity, Equity & Inclusion.

**What we’re looking for**
- A minimum of 7 years experience sales leadership, ideally having experienced enterprise B2B software or data deals.
- You’ve held the title of Head of Sales, Director of Sales, VP of Sales or CRO before, ideally multiple times.
- You’ve been an early sales hire in a venture backed tech startup before who has figured out the go-to-market motion of a new product.
- You’ve grown a sales team from startup to $10M+ in ARR, ideally more.
- You have been promoted one or multiple times to a leadership position within a sales team.
- You’ve successfully hired and grown productive sales teams, with a perspective and playbook how to repeat it.
- You’ve consistently achieved and exceeded quota and managed your team to achieve and exceed quota across multiple roles and companies.
- Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition.
- Consistently demonstrated ability to garner commitment at every step of the sales process, and a proven closer.
- Experience with modern prospecting research methods, discovery tools, and sales tools.
- A willingness to experiment and adapt to the changing needs of the business.
- Independent and proactive self-starter who operates with a strong sense of ownership for projects and results.
- Ability to work individually and within a cross-functional virtual team in a fast-paced and continually evolving environment.
- You are a kind person who loves to win.

**Bonus points**
- Experience selling geospatial software / data products
- Working knowledge of blockchain technology and cryptoeconomic systems

**Location and Travel**
- Located In Vancouver, BC OR remote.
- Travel within North America required.

**Comp**

The annual compensation ran

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