Account Manager

EarthDaily Analytics; Paris; On-site; EUR 100,000 - 150,000; Full time

Job summary

Qualifications

• 5+ years in a customer-facing role selling SaaS or technical solutions.
• Proven track record of originating and closing complex, multi-stakeholder deals.
• Experience selling into European institutions; ESA/EC preferred.
• Strong knowledge of procurement processes and contract management.
• Excellent English; second European language preferred.

Responsibilities

• Develop and execute a territory plan aligned with European institutional strategy.
• Grow revenue by pipeline development and conversion of R&D engagements.
• Manage forecasting against the opportunity pipeline.
• Engage customers to demonstrate value of EarthDaily solutions.
• Collaborate with cross-functional teams to close deals.

Skills

Enterprise sales

SaaS sales

European institutions

Relationship building

CRM proficiency

Education

University degree or equivalent

MBA (asset)

Tools

HubSpot

Salesforce

Job description

Location: Remote

Department: Sales

ABOUT EARTHDAILY

EarthDaily is revolutionizing the way we understand and monitor our planet. Through cutting-edge Earth Observation (EO) technology and geospatial analytics, we provide unparalleled insights for industries ranging from agriculture to mining, insurance, and government intelligence. Our mission is to build the world’s most advanced change detection system to capture, analyze, and interpret global shifts in near real-time.

OUR CREW

Our global, distributed team represents a variety of business lines and is made up of business development, sales, marketing and support professionals, data scientists, software engineers, project managers and finance, HR, and IT professionals. EarthDaily's Global Sales team is nimble and creative, and in preparation for launching frontier and disruptive products and services, we are building a wide and deep customer base for a variety of use cases. We are currently looking for an experienced,Account Manager - European Space Agency (ESA) & European Commission (EC)to join our crew!
This is a remote position for a candidate located in Paris, France. All candidates must hold an existing work authorization in Paris, France.

THE ROLE

The Account Manager - ESA & EC role is central toEarthDaily’s European growth strategy. They will help develop EarthDaily’s sales strategy to sell products and services to the European Commission and Agencies and support both the Analytics and Data Lines of Business to achieve maximum value from funded Research and Development (R&D) opportunities in Europe. Working closely with the Sales team and across the Lines of Business, they will identify new R&D and sales opportunities, shape institutions and customer requirements, and develop closing strategies for strategic opportunities.Reporting to the VP EMEA, the Account Manager, European Space Agency (ESA) & European Commission (EC) is a individual contributor role responsible for driving commercial growth across European institutions, primarily the ESA and the EC, with additional scope across other treaty organisations.

KEY RESPONSIBILITIES

Sales Strategy & Business Development

• Develop and execute a territory business development plan aligned with EDA’s European institutional strategy.

• Drive revenue growth by developing a pipeline and uncovering expansion opportunities within existing accounts and converting R&D engagements into multi-year commercial contracts.

• Generate net-new and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows.

Identify, Engage Customers to Close Sales

• Present and demonstrate the value of EarthDaily’s products to its institutional prospects in Europe.

• Accurately manage and forecast against an opportunity pipeline.

• Work with cross-functional team as needed to support key activities such as pipeline generation efforts, closing business and customer/account management.

Market Research and Sales Management

• Work to continually understand the market trends in Europe and advise cross-functional teams (i.e. Sales, Marketing; Product; Partnerships; Executive).

• Develop and maintain strong relationships with the European Institutions and your own customers.

• Manage the contracting and procurement process.

• Regularly educate customers on new use-cases, solutions, market trends etc. (be a trusted advisor and deliver commercial insight).

• Conduct regular field activity (i.e. customer meetings, attend conferences tradeshows/workshops).
• Other responsibilities asrequired.

YOUR PAST MISSIONS

• University degree or equivalent in Technical Areas (Remote Sensing, Aerospace Engineering, Aeronautics, Astronautics, Physics, Geology, Geography etc.) or Business, Administration or a related field

• MBA or equivalent will be considered an asset.

• 5 years+ experience in a customer-facing role, selling a SaaS or highly technical solution.

• Proven track record of originating and closing complex, multi-stakeholder B2B deals exceeding EUR 500,000, including delivery against a seven-figure annual quota.

• Deep domain expertise; selling products and services into International Organisations.

• Prior experience working with or selling through systems integrators.

• Demonstrated experience in Earth observation, geospatial technology or similar technical market with a proven track record of regularly achieving and exceeding sales targets- carrying/delivering against a seven-figure quota.

• Experience converting R&D funded engagements into commercial contracts and recurring revenue.

• Highly Desirable prior employment at ESA, EUSPA, or a major prime contractor

• Highly Desirable experience with global-scale BD spanning multiple European member states or international offices.

YOUR TOOLKIT

• Deep domain knowledge of ESA and other International Organisations and government procurement processes.

• Established relationships with stakeholders across ESA programme offices and EC directorates; knowledge of other treaty organizations is an advantage.

• Demonstrated ability to build long-term relationships through consultative, needs based selling.

• Excellent at negotiating and asking open ended questions.

• Excellent written and verbal communication in English; working proficiency in a second European language (French/German strongly preferred).

• Thorough understanding of how to successfully prospect into accounts and generate new sales pipeline.

• Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC.

• Experience with a CRM such as HubSpot or SalesForce is an advantage.

• Target driven and highly organized with excellent time management skills.

• Deep knowledge of key programs and relationships with stakeholders from the ESA and the European Union, knowledge of other treaty organisations would be an advantage

OUR SPACE (including travel)

We’d love to welcome you to the Sales team for this opportunity. Ours is a fun, fast-paced and exciting work environment where we hold earth-smart (living sustainably), creativity and innovation, proactive communication, diversity and accountability as core values.And just like space exploration - we’re constantly evolving and pushing new boundaries.

This position has a substantial requirement for travel (50% of time) for sales meetings, inter-company training, off-sites, strategic planning, and for conferences/trade shows and event attendance.

Hours of work typically fall between 9:00am and 5:30pm Monday to Friday with periodic cross-over work required with other team members across a few time zones in addition to occasional evening and weekend work.