Account Executive, US Civil Government

Welcome to Planet. We believe in using space to help life on Earth.

Planet designs, builds, and operates the largest constellation of imaging satellites in history. This constellation delivers an unprecedented dataset of empirical information via a revolutionary cloud-based platform to authoritative figures in commercial, environmental, and humanitarian sectors. We are both a space company and data company all rolled into one.

Customers and users across the globe use Planet's data to develop new technologies, drive revenue, power research, and solve our world’s toughest obstacles.

As we control every component of hardware design, manufacturing, data processing, and software engineering, our office is a truly inspiring mix of experts from a variety of domains.

We have a people-centric approach toward culture and community and we strive to iterate in a way that puts our team members first and prepares our company for growth. Join Planet and be a part of our mission to change the way people see the world.

Planet is a global company with employees working remotely world wide and joining us from offices in San Francisco, Washington DC, Germany, Austria, Slovenia, and The Netherlands.

About the Role:

Based in the Washington DC metro area, the Account Executive will find new customers and manage existing relationships as we continue to grow sales according to the business plan.  The ideal candidate is a driven, independent thinker, who can also be creative as we expand into new market segments. This person will have a proven business acumen, a thorough understanding of the federal budgeting, contracting and purchasing process, as well as an aptitude to learn new things. 

The focus will be on select agencies within the US Federal Government, with a heavy concentration on driving Planet’s engagement and visibility within the Department of Homeland Security and their accompanying agencies: FEMA, USCG, CBP, etc. You will develop an extensive pipeline of new sales leads, provide product and sales demonstrations to prospective customers, and formulate appropriate business relationships with accounts. You will identify, qualify, negotiate, and close large-scale complex deals and drive sales revenue targets. Most likely, you have an understanding of geospatial imagery products and software, or a similar technical field and have previous experience working with or selling data or software into the customer segments in this segment. Above all else, enjoy our unique value proposition and join Planet on our mission to see change and change the world.

This is a full-time, hybrid role which will require you to be in our D.C. office 2 days per week.

Impact You'll Own:

• Create and maintain relationships to drive short and long term business growth
• Develop a strategic account engagement plan with colleagues in pre-sales, customer success and marketing at both a leadership and user level
• Generate pipeline and revenue from new agencies and departments via outbound, self-directed prospecting, networking  and navigate accounts to identify new business opportunities, expand relationships and close sales.
• Drive strategic engagement and commercial relationships to maintain, renew and grow business with existing customers.
• Identify channel and reseller relationships to expand market presence while seeking out new partnerships and working with existing partners as needed.
• Collaborate with Sales Engineers for prospect meetings and presentations, generate proposals and present pricing to executive level buyers.
• Maintain accurate and up-to-date pipeline and sales forecast.

What You Bring:

• Demonstrated success self-directed prospecting, identifying and closing business with new customers.
• 6+ years of sales experience of which 5+ years of this is experience in Software and/or Data as a Service sales
• Understanding of complex government sales cycles and how to navigate multiple government agencies/divisions.
• Experience working in or with the Department of Homeland Security, any military branch, or Department of Defense
• Ability to forecast accurately and manage a pipeline of opportunities.
• Ability to source, sell, co-sell, and close large deals; carrying quota and closing should be familiar concepts.
• Ability to run deep discovery meetings by identifying and understanding the prospect’s challenges and needs, gaining consensus with multiple stakeholders and engaging in complex pricing negotiations.
• Excellent communication skills.
• Self-starter, able to work independently under tight deadlines in a fast-paced environment.
• Sound judgment and decision-making skills.
• The ability to interact successfully across cultures.
• Negotiat