Job Role:
A dedicated startup is being formed to industrialize and scale a secure, AI-enabled, multi-source decision-support software offering. The platform is a multi-sensor fusion and agentic AI solution connecting to diverse data sources (for example geospatial layers, imagery, video, and other operational signals). This role will support the delivery of a scalable product and contribute to establishing the processes, standards, and collaboration practices required for sustainable growth.
Drive pipeline growth and revenue by identifying, qualifying, and converting opportunities for an AI-enabled geospatial software platform. Own the business development cycle from prospecting to deal closure, in close coordination with product, engineering, and delivery teams.
Responsibilities:
- Build and manage a qualified pipeline across priority sectors and named accounts.
- Own end-to-end deal cycle: outreach, discovery, qualification, proposal, POCs, negotiation, and close.
- Lead customer discovery to capture use cases, constraints, success criteria, and deployment assumptions.
- Shape value propositions, packaging, and pricing inputs (SaaS, license, services, hybrid), aligned with customer buying processes.
- Coordinate responses to RFI/RFPs: compliance matrix, partner inputs, narrative, and final submission quality.
- Develop and manage strategic partnerships (data providers, integrators, model partners) to accelerate adoption and expansion.
- Maintain CRM discipline: account plans, stage hygiene, next actions, and forecast updates.
- Coordinate with Legal and Procurement on NDAs, MSAs, SOWs, and commercial terms; ensure smooth contracting flow.
- Work with marketing on positioning, collateral, events, and targeted campaigns that generate qualified leads.
- Provide market intelligence: competitor monitoring, pricing signals, and customer feedback loops to inform roadmap and go-to-market.
Qualifications:
- 5+ years in business development or enterprise sales in B2B technology environments.
- Experience selling software platforms, data products, AI/ML solutions, and/or geospatial solutions is preferred.
- Track record closing mid-to-large deals and navigating multi-stakeholder buying committees.
- Bachelor's degree required; MBA is a plus.
- Tools
- CRM (Salesforce, HubSpot, or equivalent).
- MS Office or Google Workspace; proposal and presentation tools.
- Basic analytics and reporting (Excel and/or Power BI).
- KPIs
- Qualified pipeline value and coverage versus targets.
- Conversion rate by stage and win rate.
- Average sales cycle time and deal velocity.
- Bookings/revenue contribution and forecast accuracy.
- Partner-sourced pipeline and successful handover to delivery teams.
