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Senior Account Executive, Government

Location: Bay Area preferred. Open to remote candidates based anywhere in the U.S.


Our Company

UrbanFootprint is a software company that serves the ​world’s first Urban Intelligence Platform to public and private-sector organizations taking on the urban, climate, and social equity challenges of the 21st century. UrbanFootprint’s data and web-based geospatial software unifies previously siloed climate, environmental, urban, and socio-economic data and helps governments, utilities, financial institutions, and urban and transportation planners to answer fundamental resource questions — where to invest, where to deploy resources, and where to optimize for risk, return, resilience, and community.

Governments and businesses are investing in resilience at an unprecedented level. In the next ten years alone, they will spend over $8T on transitioning to a net-zero economy and building efficient, equitable, and sustainable practices. But they don’t know where to invest. They need clear and precise signals about climate threats and dynamic urban, mobility, and economic trends.

The iconic technology companies of this decade will be those that address social inequality and climate change at scale. This represents a once-in-many-generation opportunity to change the way organizations think—and it is a massive and accelerating multi-billion dollar opportunity.

In 2020, we grew revenue by over 4x. Our growing customer base extends across the energy, government, mobility, and urban development sectors. Fast Company has named us as one of the World’s Most Innovative Companies for 2021 and a World Changing Ideas finalist, and we were named to the GovTech 100 list of top technology companies serving government agencies. 

We are growing our team to meet market demand and accelerate product development. We’re looking for the most inspired, most talented, and hardest working people to help us meet important global, societal, and business imperatives. We draw talent from the best technology companies and educational institutions, and attract people who want to apply their talent and creativity to solving hard technology and product-related problems and addressing the most pressing climate, equity, and urban challenges of our generation.  

The Role

As a Senior Account Executive focused on selling solutions to the Government vertical, you will drive our future growth by building relationships with leaders in federal, state, county, and city agencies and helping them to achieve their strategic goals. You are capable of driving complex, multi-stakeholder SaaS deals from inception to conclusion with a range of end-users, buyers, and technical leaders, including at the agency-director level.  You deeply understand the buyer journey, and you have experience substantiating value in competitive situations. You enjoy working with products and solutions that require deep understanding and technical knowledge.

Professional growth, ownership, business impact, and variety are significant in this role. You are eager to get in early to drive new and expansion sales at a dynamic startup with strong momentum.

What You’ll Do

  • Own an ARR sales target for new and expansion sales
  • Own a named account list and develop plans for winning and expanding business 
  • Develop a deep understanding our software and data solutions for government with an opportunity to expand to other customer verticals including energy, finance, urban planning, mobility, and others
  • Write compelling proposals and SOWs
  • Execute a data-driven and operationally-rigorous sales processes, especially for pipeline management, forecasting, and moving opportunities forward
  • Develop outbound acquisition strategies to create and nurture opportunities
  • Develop relationships with executive stakeholders at new and existing clients
  • Support a culture of learning+iterating, teamwork, professional development, and achieving ambitious goals
  • Lead and contribute to team projects that refine and improve our sales process
  • Partner across internal teams including Customer Success, Marketing, Product, and Solutions Engineering

Your background likely includes

  • 4 years of complex six-figure enterprise SaaS sales and management experience, ideally with software and data solutions
  • Experience in selling to the federal government, states, and other public sector organizations
  • A proven track record of hitting and exceeding quota
  • Demonstrated ability to identify and persuade decision-makers and stakeholders at all levels of an organization
  • Proven ability to lead complex negotiations involving bespoke commercial agreements
  • Outstanding communication, interpersonal, and presentation skills; Demonstrated ability to positively impact and influence; superior peer relationship skills.
  • Prioritizing and managing multiple projects at once, hitting deadlines, and effectively communicating results
  • Experience with Hubspot and Salesforce
  • A love of the MEDDIC or similar sales processes
  • Ability to operate in a highly ambiguous and fast-paced environment. Flexibility to manage changing priorities within a high-growth environment.
  • Strong interest in technology and a deep understanding of the space
  • Bachelor’s degree

UrbanFootprint is committed to diversity in its workforce. We are committed to equal employment opportunity regardless of race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

 

 

 

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