Account Executive - Local Government (West)

Airspace Link is a post-Series B high-growth data and software startup based out of Newlab Innovation Hub at Michigan Central in Detroit. Offering Hybrid and fully Remote work options, we are an award-winning company of 50+ team members that focus on creating a place where people can thrive as engineers, data scientists, creative thinkers, and passionate innovators.

Our vision is to create a world where the safe integration of drones fuels human progress, the environment, and the economy. Partnered with the FAA, we work with state and local governments and commercial operators to enable the safe integration of drones into the national airspace and communities at scale through digital infrastructure, strategic partnerships and thought leadership.

 
Preferred employee locations: California, Arizona, or Washington

Duties and Responsibilities 

• Territory Ownership: Develops strategic sales and accounts plan for geographic territory and aligns products and services to meet/exceed your annual sales goals.  
• Demand Generation: Generate new local government leads through networking and prospecting activities, including cold calling, as well as collaborate with marketing team to develop and execute territory-specific demand generation campaigns. 
• Sales Cycle Management: Manage the entire sales motion, from lead qualification to proposal presentation, contract negotiation, and close. Create urgency and successfully guide prospects through the customer buying journey.  
• Consultative Approach: Facilitate effective discovery and needs analysis process to gain understanding of governmental agencies' current state, their challenges, and goal then develop a unique solution and action plan to address these organization needs. 
• Relationship Building: Successfully foster meaningful relationships with targeted audiences across all organizational levels to sell products and services.  
• Product Knowledge & Presentation: Quickly become a product expert for Airspace Link solutions, delivering compelling demonstrations, presentations, and product briefings to local government stakeholders. 
• Collaboration: Work closely with internal Airspace Link talent (e.g., marketing, product, services customer success) to meet customer business needs and ensure successful implementation of crafted solutions.  
• Negotiation & Closing: Lead contract negotiations, draft proposals, and close deals while ensuring compliance with government procurement processes and legal requirements. 
• Forecasting: Maintain accurate records of sales activities, pipeline updates, and forecasts using CRM systems. Regularly report on progress against sales targets to leadership. 
• Industry IQ: Develop and maintain in-depth knowledge of local government trends, budget cycles, and regulatory changes that may impact current customer and sales opportunities.  

Travel Required: Up to 30%

 
Position Type: Full-Time, 40 hours a week

 
Location: Hybrid or Remote

 
Why Join Us? 

• Impact: Work with pioneering drone technology and be part of the next era of digital infrastructure. 
• Growth: Be part of a rapidly growing company with ample opportunities to grow professionally. 
• Benefits & Equity: Competitive salary, commission structure, and benefits package, including stock options, health insurance, retirement plans, and paid time off. 

• 6+ years of sales experience with SaaS based solutions to state, local, county or city governments required (IT, Drone, or Urban Air Mobility experience a plus) 
• Demonstrated track record of high performance by hitting or exceeding quota 
• Poven ability to close complex, consultative software solutions ranging $50,000-250,000 
• Hunter mentality to find new business and maintain it 
• Excellent listening and communication skills 
• Possesses high degree of business acumen and executive presence 
• Curious and coachable when it comes to new challenges 
• Positive self-starter, who thrives in a results-driven and collaborative work environment 
• Excellent understanding of sales processes, sales hygiene, forecasting, and urgently driving opportunities to close  
• Experience working with RFPs and government contracts 
• BS/BA from an accredited university preferred