Service Sales Representative

GeoSearch; Los Angeles (CA); On-site; USD 70,000 - 100,000; Full time

Job summary

Unknown Company in Orange County, California is seeking a Services Sales Representative to grow recurring and project-based services revenue. You will turn hardware-led conversations into complete operational outcomes, shaping the right service solution and guiding opportunities from discovery through contract handoff.

The role requires building a qualified services pipeline, conducting structured discovery, and coordinating with product sales and technical experts to deliver deployment-ready

Qualifications

• Minimum 3+ years in B2B consultative or solutions sales
• Experience selling services or complex multi-stakeholder deals
• Ability to build business cases, develop proposals, and negotiate to close
• Able to learn technical concepts and explain to diverse audiences
• Willingness to travel for customer meetings and events

Responsibilities

• Build and maintain a qualified services pipeline through outbound prospecting and partnerships
• Identify opportunities to attach services to product and hardware sales
• Lead discovery into use cases, sites, workflows, and purchasing process
• Develop statements of work, proposals, and pricing within approved offerings
• Coordinate cross-functional discovery and handoffs to ensure deployment readiness
• Maintain accurate CRM records and provide reliable weekly forecasts

Skills

B2B sales

Consultative selling

Negotiation

CRM proficiency

Travel willingness

Tools

CRM (Salesforce)

Job description

Orange County, California, United States

The Services Sales Representative creates, advances, and closes profitable service opportunities across our customer base and target markets. The role turns hardware-led conversations into complete operational outcomes: identifying customer needs, shaping the right service solution, coordinating technical scoping, and guiding opportunities from discovery through contract handoff.

The mandate is to grow recurring and project-based services revenue and increase service attachment to product sales, without sacrificing delivery quality, gross margin, or customer expectations. The right candidate is a disciplined consultative seller who can translate complex drone, autonomy, security, training, compliance, and support capabilities into clear business value.

Responsibilities:

Pipeline & Opportunity Ownership

• Build and maintain a qualified services pipeline through outbound prospecting, account expansion, product-sales collaboration, marketing leads, referrals, partners, and industry events.
• Identify opportunities to attach services to drone, dock, payload, robotics, software, and ArgusLine trailer sales.
• Qualify on business need, operational readiness, technical fit, budget, authority, timing, and risk.
• Own follow-up cadence, stakeholder mapping, and progression through defined CRM stages.

Discovery & Solution Development

• Lead structured discovery into use cases, sites, workflows, performance expectations, compliance constraints, and purchasing process.
• Translate needs into the right service pathway, engaging services leadership or technical specialists when deeper scoping is required.
• Develop statements of work, proposals, estimates, and customer presentations using approved offerings, pricing rules, and templates.
• Manage pricing and negotiation within approved authority, protecting target margin and escalating nonstandard terms or delivery risk.

Cross-Functional Selling & Handoff

• Partner with product sales early so the customer gets a deployment-ready solution rather than a hardware-only transaction.
• Coordinate technical discovery, site assessments, demonstrations, and pilots with the right subject-matter experts.
• Complete a documented sales-to-delivery handoff covering scope, assumptions, contacts, schedule, acceptance criteria, dependencies, and open risks.
• Stay commercially engaged after kickoff to support customer communication, change orders, renewals, references, and additional service adoption.
• Keep CRM records complete and current: value, stage, close date, products and services, stakeholders, activities, risks, and next action.
• Submit reliable weekly forecasts, identify pipeline gaps early, and execute corrective prospecting.
• Follow approved contracting, pricing, discount, legal review, data handling, export-control, and aviation compliance processes.

You will become conversant across our services portfolio and know when to bring in a specialist: implementation and professional services, managed autonomy and remote operations, BVLOS readiness and ComplianceOps, role-based training, support and care programs, data services including mapping, inspection, thermal and LiDAR, and ArgusLine mobile security trailer services.

Qualifications:

Required

• Three or more years of B2B consultative sales, solutions sales, or professional services sales. Equivalent demonstrated experience will be considered.
• Experience selling services, managed services, technical support, training, consulting, or complex solutions involving multiple stakeholders.
• Able to run discovery, qualify opportunities, build a business case, develop proposals, and negotiate to close through a structured process, with attention to commercial and scope detail.
• Able to learn technical concepts quickly and explain them to operational and executive audiences.
• Willing to travel for customer meetings, site visits, demonstrations, and industry events.

Preferred

• Experience in commercial drones, autonomous systems, robotics, physical security, public safety, industrial inspection, energy, or aviation.
• Familiarity with drone-in-a-box deployments, remote operations, mapping or inspection workflows, aviation compliance, or technical training.
• Experience selling through product-sales teams, channel partners, integrators, or public-sector procurement.
• FAA Part 107 Remote Pilot Certificate, or willingness to obtain it within a mutually agreed period after hire.