Senior Sales Manager – Geospatial, Utilities and Infrastructure

PointMan by ProStar; Denver (CO); Remote; USD 75,000 - 110,000; Full time

Benefits offered by this job

Health insurance

401(k) plan

Paid time off

Job summary

PointMan by ProStar is seeking a commercially driven Senior Sales Manager to lead growth across utilities, infrastructure, construction, engineering, surveying and government markets in the United States.

This player-coach role owns and closes strategic Pro and Enterprise opportunities while building a scalable sales process with the US-based team, translating geospatial technology into measurable business outcomes such as field productivity, asset visibility, improved compliance and reduced

Qualifications

• Proven success selling B2B and B2G software or geospatial solutions.
• Experience managing full or substantially full sales cycles.
• Experience selling to utilities, infrastructure owners, construction, and government.
• Evidence of closing complex, consultative deals with multiple stakeholders.
• Experience liaising with senior operational, technical, procurement and exec stakeholders.
• Strong forecasting, pipeline management and CRM discipline.
• Ability to coach less experienced sales-development colleagues.
• Ability to work remotely with a US-based team.

Responsibilities

• Own the full sales cycle for PointMan Pro and Enterprise clients.
• Build and execute a named-account strategy for utilities and government agencies.
• Develop relationships across operational, engineering, procurement and finance.
• Lead discovery, ROI, proposals, negotiation and closing.
• Maintain senior-level relationships through contract signing and transition.
• Coordinate RFI/RFP/tender activity with internal teams.
• Develop multi-year and multi-state opportunities.
• Ensure scalable deployment adoption post-sale.

Skills

B2B sales

B2G software

Complex deals

Forecasting

CRM discipline

Team coaching

Remote collaboration

Tools

CRM systems

Job description

We are a geospatial SaaS company seeking a commercially driven Senior Sales Manager to lead the next stage of PointMan’s growth across utilities, infrastructure, construction, engineering, surveying and government markets.

This is a player-coach role. You will personally own and close strategic Pro, Enterprise and DOT/state opportunities while building a more consistent sales process across the existing Salesperson, SDR, and Customer Success & SDR/QBR representative.

The successful candidate will combine consultative enterprise selling with practical team leadership. You should be comfortable speaking with operational, technical, procurement and executive stakeholders and able to translate geospatial technology into measurable business outcomes such as improved field productivity, better asset visibility, reduced rework, improved compliance and lower operational risk.

The role is particularly suited to someone with experience in geospatial software, GIS, utility operations, infrastructure technology, construction technology, surveying, engineering services or government technology.

Core responsibilities

Enterprise and strategic sales

• Own the full sales cycle for priority PointMan Pro and PointMan Enterprise clients that includes state DOTs state and federal opportunities, regional and national construction and engineering firms’ opportunities.
• Build and execute a named-account strategy for utilities, infrastructure owners, government agencies and adjacent industry organisations.
• Develop relationships across operational, engineering, field, IT, procurement, finance and executive stakeholders.
• Lead discovery, solution alignment, business-case development, demonstrations, proposals, negotiation and closing.
• Build ROI cases that connects PointMan to customer priorities and measurable outcomes.
• Navigate complex buying committees and identify the decision process, budget owner, technical approver and procurement route.
• Lead RFI, RFP, tender and bid activity with support from Marketing, Product, Operations and technical resources.
• Develop multi-year, multi-department, and multi-state opportunities where appropriate.
• Establish a repeatable route from an initial departmental deployment to wider organisational adoption.
• Maintain senior-level relationships throughout the sales process and ensure an effective transition after contract signature.

DOT and government-market development

• Establish a target-account list of state DOTs, transportation agencies, contractors and related infrastructure organisations.
• Monitor procurement calendars, bid opportunities, framework agreements and relevant industry events.
• Identify whether opportunities are direct, partner-led, prime-contractor-led or dependent on a formal procurement process.
• Coordinate compliant, evidence-based bid responses with the relevant internal teams.
• Build relationships with implementation partners, engineering firms, contractors, technology providers and other channel partners.
• Develop references and case studies that support future state and public-sector bids.
• Maintain a realistic view of government sales cycles, budget timing, contracting requirements and payment terms.

Forecasting and sales operations

• Maintain an accurate CRM pipeline with clear stages, values, close dates, risks and next actions.
• Produce a reliable weekly and monthly forecast.
• Define stage-gate criteria so opportunities do not remain in the pipeline without evidence of progression.
• Track conversion rates, sales-cycle length, average contract value, win rate and pipeline coverage.
• Review pipeline by vertical, account type, source, contract value and probability.
• Provide market intelligence on competitors, pricing, customer requirements and changing procurement conditions.
• Recommend improvements to packaging, pricing, implementation, references and sales collateral.

Cross-functional collaboration

• Work with Marketing on vertical campaigns, events, content, account-based marketing and lead quality.
• Work with Customer Success to support adoption, renewal, expansion and customer references.
• Work with Product to communicate recurring customer requirements and market opportunities.
• Work with Operations and Finance on pricing, contracting, invoicing, margin and payment terms.
• Help ensure that sales commitments can be delivered operationally and supported after implementation.

Required experience

• Demonstrated success selling B2B and B2G software, technology, geospatial solutions, infrastructure services or a related complex product.
• Experience managing a full or substantially full sales cycle.
• Experience selling to utilities, infrastructure owners, construction, engineering, surveying, government agencies or related organisations.
• Evidence of closing complex, consultative or multi-stakeholder deals.
• Experience working with senior operational, technical, procurement and executive stakeholders.
• Strong forecasting, pipeline management and CRM discipline.
• Ability to coach or guide less experienced sales-development colleagues.
• Ability to work remotely and collaborate effectively with a US-based team.

Strongly preferred

• Geospatial, GIS, mapping, utility asset management or field-operations experience.
• Knowledge of electric, gas, water, telecommunications, transportation or public-works organisations.
• Experience with DOTs, state agencies, municipalities or government procurement.
• Experience responding to RFPs, RFIs, tenders or formal bids.
• Existing relationships in one or more relevant US verticals.
• Experience selling annual contracts in the $20,000–$250,000 range.
• Experience working with partners, resellers, engineering firms, systems integrators or implementation organisations.

Preferred traits

• Consultative rather than transactional.
• Commercially ambitious but realistic about sales cycles.
• Comfortable creating structure where processes are still developing.
• Strong listener who can uncover operational and financial pain.
• Able to translate technical capabilities into business value.
• Pragmatic, organised and accountable.
• Comfortable acting as both a senior individual contributor and team coach.
• Willing to challenge weak opportunities and protect the team’s time.
• Able to work collaboratively without excessive management overhead.

Compensation and benefits

$115,000

Variable compensation at target

$75,000–$110,000

Target OTE

$190,000–$225,000

Equity

Optional, subject to Company plan

Commission should primarily reward new recurring revenue, strategic contract value and quality of collected or contractually recognised revenue.

• Full-time employees are entitled to benefits under the Company’s insurance plans, including health, dental, vision and life insurance.
• Employees may be eligible to participate in the Company’s 401(k) plan.