[Remote] Account Executive, Spotter (U.S. Southeast) at Sofar Ocean

Southeast, New York, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Maritime, Environmental Technology, Ocean ResearchIndustries

Requirements

3+ years of history achieving or exceeding revenue targets in a technical hardware sales role, preferably in maritime, environmental tech, or related industries
Familiarity with/comfort with scientific instrumentation, from a previous sales role or field experience in oceanography, environmental science, ecology, environmental chemistry, etc
Demonstrated ability to grow and manage a sales pipeline of both transactional and complex, multi-stakeholder sales
Excellent communication, negotiation, and interpersonal skills
Self-starter with the ability to work independently and collaboratively in a fast-paced environment
Willingness to travel as needed to meet clients and attend events
Bonus Points
Deep passion for the Ocean
Familiar with using Hubspot CRM
Personal vehicle, driver’s license, and ability to visit customer sites

Responsibilities

Execute Sofar’s GTM strategy for device sales into US Government civil (USGS, NOAA, DOE, etc.), Research & Academia, and Coastal Industry in the Eastern US (Eastern Seaboard, Gulf, and Great Lakes)
Individually win smaller, transactional sales and ensure customer success to drive additional purchases
Team with internal SMEs to identify and win larger, strategic opportunities
Influence the Product Team by providing customer/market feedback to inform roadmap
Work with marketing to devise demand generation campaigns and materials for educating the market on Sofar’s products
Develop and execute a strategic sales plan for the assigned territory, including regional partners
Lead the end-to-end sales process, including prospecting, qualification, proposal development, negotiation, and contract closure
Understand client needs deeply and position the Spotter’s unique value proposition effectively
Collaborate with internal teams (product, marketing, engineering) to align solutions with market demand and customer requirements
Represent Sofar at industry events, conferences, and networking opportunities in the region

Skills

Key technologies and capabilities for this role

Technical SalesHardware SalesB2B SalesProspectingQualificationProposal DevelopmentNegotiationContract ClosureGTM StrategyScientific InstrumentationOceanographyEnvironmental Science

Questions & Answers

Common questions about this position

What experience is required for the Account Executive role?

Candidates need 3+ years of achieving or exceeding revenue targets in a technical hardware sales role, preferably in maritime, environmental tech, or related industries, plus familiarity with scientific instrumentation from sales or field experience in oceanography, environmental science, ecology, or environmental chemistry.

Is this a remote position or does it require travel?

The role requires willingness to travel as needed to meet clients and attend events, and the ability to visit customer sites in the U.S. Southeast territory, including having a personal vehicle and driver's license as a bonus.

What are the key responsibilities of this position?

Responsibilities include executing GTM strategy for device sales in US Government civil, Research & Academia, and Coastal Industry segments; developing and executing a strategic sales plan; leading end-to-end sales processes; collaborating with internal teams; and representing Sofar at industry events.

What skills make a strong candidate for this role?

Strong candidates demonstrate ability to grow and manage a sales pipeline of transactional and complex sales, plus excellent communication, negotiation, and interpersonal skills, while being a self-starter who works independently and collaboratively in a fast-paced environment.

What is the compensation for this position?

This information is not specified in the job description.

Sofar Ocean

Real-time ocean data and analytics provider

About Sofar Ocean

Sofar Ocean provides real-time ocean intelligence through a global network of weather sensors. The company operates an autonomous buoy network that collects data on ocean conditions like water levels, storm surges, and weather patterns. This data is processed and made available on their ocean intelligence platform, allowing clients such as marine researchers, shipping companies, and coastal planners to measure, predict, and respond to changes in the ocean. Sofar Ocean differentiates itself by offering both hardware products, like the Spotter and Wayfinder systems, and subscription-based access to their data analytics platform, creating a dual revenue stream. The company's goal is to enhance sustainable ocean management and climate resilience by expanding their buoy network and improving data analytics capabilities.

San Francisco, CaliforniaHeadquarters

2016Year Founded

$83.4MTotal Funding

LATE_VCCompany Stage

Data & Analytics, Hardware, Social ImpactIndustries

51-200Employees

Risks

Emerging competition from open standards like Bristlemouth may challenge proprietary systems.

Shipping industry's slow decarbonization limits immediate growth for optimization platforms.

Reliance on continuous funding rounds indicates potential financial vulnerability.

Differentiation

Sofar Ocean offers real-time ocean intelligence through a global network of weather sensors.

Their autonomous buoy network provides critical data on ocean conditions and weather patterns.

The Wayfinder platform optimizes maritime routes, reducing fuel consumption and emissions.

Upsides

Recent $39 million funding will expand their buoy network and data analytics capabilities.

Growing demand for ocean data boosts Sofar Ocean's market potential and client base.

Partnerships in the Bristlemouth Pioneer program enhance technological innovation and market reach.

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