Outside Sales Representative

AirData UAV; California (MO); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

401(k)

401(k) matching

Health insurance

Life insurance

Paid time off

Vision insurance

Work from home

Job summary

AirData UAV, headquartered in California, is seeking an aggressive Outside Sales Representative to sell its drone fleet management platform to large commercial operators. This new-business role emphasizes building a pipeline, outbound outreach, and territory development.

You'll qualify opportunities, conduct discovery, and advance deals through the funnel while collaborating with Marketing and Customer Success. Travel regionally/nationally and represent AirData at industry events.

Qualifications

• 5+ years of outside/field sales experience selling Enterprise software/SaaS solutions, with a demonstrated track record of new logo/new business generation.
• 2+ years of experience working in the commercial drone industry.
• Self-starting, resilient hunter mentality with prospecting and cold outreach.
• Experience selling into commercial drone operations, aviation, SaaS, public safety, industrial inspection, or related markets is a strong plus.
• Comfort navigating technical conversations about drone fleets, flight operations, and data/compliance requirements.
• Strong consultative selling skills and ability to map prospect pain points to AirData's platform.
• Excellent communication and relationship-building skills with operators, pilots, and program managers.
• Willingness to travel regionally/nationally for in-person prospecting, trade shows, and client visits.

Responsibilities

• Prospect relentlessly across target verticals and identify not-yet- AirData customers.
• Open new doors via outbound campaigns, cold calls, email, LinkedIn, and events.
• Build and manage a territory or vertical go-to-market plan.
• Qualify and advance deals through discovery, translating needs into AirData value.
• Represent AirData in the field at conferences, trade shows, and regional events.
• Collaborate with Marketing on campaigns and messaging and with Customer Success for smooth onboarding.
• Maintain accurate pipeline records in the CRM and provide reliable forecasts.

Skills

Outside sales

SaaS sales

CRM (HubSpot)

Territory planning

Prospecting

Communication

Travel

Autonomy

Tools

HubSpot CRM

Job description

We are looking for a talented Sales Professional to sell the AirData platform to large commercial drone fleet operators.

AirData provides commercial drone operators an industry standard UAV fleet management platform, a system of record for drone flights, pilots, drones and so much more. We are a small team headquartered in El Dorado Hills, California, serving customers around the world.

As the largest and fastest-growing drone fleet management platform, AirData reduces the operational risks for drone flights and equipment, supports the pre and post flight process, ensures flight compliance and pilot currency, enables in-flight live streaming and ensures ongoing and preventive maintenance - increasing drone readiness, reducing risk and preventing crashes.

We are seeking a true hunter, an Outside Sales Representative who thrives on building their pipeline, not managing an inbound queue, supported by our marketing team.

This is a new-business role where you'll be identifying commercial drone operations we have not yet penetrated, open doors, identify needs and introduce our fit, developing qualified opportunities and advance them to close.

What you'll do:

• Prospect relentlessly. Identify and research commercial drone operators across target verticals (public safety, utilities, construction, surveying/mapping, agriculture, energy, and beyond) who are not currently AirData customers.
• Open new doors. Run outbound campaigns, cold call, email, LinkedIn, in-person visits, trade shows, and industry associations, to generate net-new opportunities.
• Build your territory. Develop and execute a territory or vertical-specific go‑to‑market plan, treating your pipeline like a business you own.
• Qualify and advance deals. Run discovery conversations to understand a prospect's drone operations, pain points, and compliance needs, and translate those into a compelling AirData value proposition.
• Represent AirData in the field. Attend industry conferences, trade shows, and regional events to build relationships and generate leads face‑to‑face.
• Collaborate cross-functionally. Partner with Marketing on campaigns and messaging, and with Customer Success to ensure smooth handoff and onboarding of new accounts.
• Report and forecast. Maintain accurate, up-to-date pipeline records in the CRM and provide reliable forecasts of new business activity.
• Champion the AirData story. Become a credible, knowledgeable voice on drone fleet management, flight data, and regulatory compliance in every conversation.

Who we're looking for:

• 5+ years of outside/field sales experience selling Enterprise software/SaaS solutions, with a demonstrated track record of new logo/new business generation.
• 2+ years of experience working in the commercial drone industry.
• A genuine "hunter" mentality: self-starting, resilient, and energized by prospecting and cold outreach.
• Experience selling into commercial drone operations, aviation, SaaS, public safety, industrial inspection, or related technical/regulated markets is a strong plus.
• Comfort navigating technical conversations about drone fleets, flight operations, and data/compliance requirements.
• Strong consultative selling skills. You’re able to diagnose a prospect's operational pain points and map them to AirData's platform.
• Excellent communication and relationship-building skills, with the ability to build trust quickly with operators, pilots, and program managers.
• Willingness to travel regionally/nationally for in-person prospecting, trade shows, and client visits.
• Proficiency with CRM tools (e.g., HubSpot) and a disciplined approach to pipeline management.
• Self-directed and comfortable operating with a high degree of autonomy in a remote or field-based environment.
• You thrive in a collaborative, fast‑paced environment and enjoy working cross-functionally with small teams
  

Why AirData:

• Join a fast-growing platform at the center of the commercial drone industry's rapid expansion.
• Own new-business development in a market with enormous untapped opportunity — you'll be opening territory, not splitting it.
• Work alongside a team that's passionate about drones, data, and helping operators fly safer and smarter.
• High visibility role with direct impact on company growth and a clear path to build your own book of business.

About AirData:

Founded in 2015, AirData is the largest online drone fleet management and live streaming platform, with more than 64 million flights uploaded to date, processing an average of 30,000 flights a day, with high-resolution data stored per each flight.

We now serve more than 460,000 active users, including over 1,300 Enterprise customers. AirData utilizes vast amounts of flight data and unique mathematical algorithms to provide state-of-the-art crash prevention information by identifying potential safety problems. AirData is used by large fleet operators around the world as a comprehensive flight safety data analysis platform with advanced maintenance and pilot tracking.

Job Type:

Full-time

Benefits:

• 401(k)
• 401(k) matching
• Health insurance
• Life insurance
• Paid time off
• Vision insurance
• Work from home

Schedule:

• Monday to Friday

Experience:

• Outside/Field Sales: 5 years (Preferred)
• Enterprise Software/SaaS Sales: 5 years (Preferred)
• Commercial Drone Industry Experience: 2 years (Preferred)