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Account Executive - Telecom

Boston or Remote

AirWorks Position: Account Executive (Telecom)

About Us

AirWork’s mission is to build the future of mapping to allow better decision-making for our world and the built environment. AirWorks’ AI-powered platform creates automated maps from aerial data, addressing a $100B pain point for the GIS and mapping industry. AirWorks spun out of MIT in the summer of 2018 and plans for its technology to be the base-layer of geospatial analytics for any industry. 

AirWorks has raised over $10M in funding from excellent investors such as MetaProp, Innospark and Creative Ventures and as well as angel investors such as Frederic Kerrest (OKTA), and Keith Masback (US Army, NGA). AirWorks has established itself as the leader in automated mapping and is already deployed with over 85 customers worldwide, some of which are the largest civil and telecom engineering companies. We are growing by 3x and are looking for a hungry, passionate Account Executive to join us in making an impact on this world.  

The Role

We are seeking an Account Executive to join our high-performance sales engine. Sales professionals are bright, relentless, have a hunger to win, and are simply good people contributing to a world class team culture. If this is you, we are excited to speak with you about joining our team!

You will be responsible for uncovering new relationships in the telecom and construction market to drive adoption and revenue creation of AirWorks products and services. You are tasked with moving these relationships through the sales process to close contracts across the Telecom and Engineering market customer base. Our ideal candidate is someone who has successfully sold solutions into the telecom construction industry and is hungry for a new challenge at a young, highly disruptive start-up. Previous training in Sales methodologies and tech startup experience is preferred. You will be expected to generate new opportunities through a disciplined, relationship-driven approach with technical and executive stakeholders.

Your responsibilities will include:

  • Cultivate a book of business and foster relationships with C-Level/ VPs at large telecom engineering and design firms and OSP providers to drive sales and exceed quota
  • Develop and cultivate a sales pipeline and forecast revenue by executing disciplined sales process. Lead new business revenue generation and identify opportunities for account expansion and upsell
  • Develop business case navigating technical solutions to help the customer meet their business objectives
  • Travel up to 50% to meet with existing clients and prospects to present AirWorks at various engagements
  • Collaborate across departments to help AirWorks achieve overall company objectives
  • Work alongside existing Go-To-Market teammates to share industry expertise and strategy for growth
  • Track activity and maintain accurate records in SalesForce CRM including prospecting and opportunity activity
  • Represent AirWorks in a professional manner at client meetings, events, and conferences

(exhibit, present, etc.)

  • Engage with peer groups and industry professionals at conferences and various member associations
  • Attend company meetings and be active in promoting company culture

Required Experience and Qualifications:

  • 4+ years of OSP engineering or software sales experience in the Telecom or Geospatial industry
  • Previous experience with hunting new logos and cultivating existing accounts
  • Quantifiable success in exceeding sales targets quarter over quarter, year over year
  • Have completed sales training using either MEDDPICCC, Challenger, Sandler, or other methodologies
  • Competency using Salesforce CRM
  • Punctual and professional with business travel experience
  • A structured problem solver with an ability to thrive in ambiguity
  • Excellent communicator in written and verbal form
  • Ambitious and result oriented self-starter with initiative and strong drive
  • Has a proactive approach to work and a “sense of urgency”
  • Detail-oriented organizational and process management skills to manage a wide range of

requests and responsibilities

  • Ability to manage change and ambiguity with an action-orientation/drive
  • Strong work ethic, disciplined execution skills, willingness and grit to deliver results

Bonus Qualifications:

  • Degrees/ Certifications in photogrammetry, GIS, telecom, remote sensing, or engineering.
  • Previous employment at an OSP Engineering, PropTech, ConTech, Geospatial Tech firm selling into AEC or the Telecom industry
  • Experience with data science/ML/AI products, Engineering, construction, Telecom outside plant projects and/or geospatial

Additional Details

  • Full Time
  • Remote, field sales

Compensation: Base Salary + Commission, attractive equity package

  • Comprehensive benefits (health, vision, dental, FSA, teledoc, one medical, health advocate, commuter benefits)

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