Dronedeploy

Account Executive, Territory - AEC (USA)

Job Description

Role Overview
As a Mid-Market Account Executive, you’ll report to the Head of AEC and play a pivotal role in expanding DroneDeploy’s footprint across your assigned territory. You’ll have the autonomy to develop and execute your own go-to-market strategy, build deep relationships with key stakeholders (from field teams to the C-suite), and shape how our customers leverage cutting-edge reality capture technology to transform their projects. Your independent judgment, consultative approach, and drive for results will directly impact our growth and the success of the AEC industry.


Work Environment
  • Work from home: Remote role based in the U.S. 
  • Schedule: Operate during standard business hours in your local time zone.
  • Field time and travel: Be in the field 50% of the time for client meetings, prospect visits, on-site demonstrations, industry and company events; domestic travel is required, with occasional international travel as needed (particularly to/from Canada).

    • Responsibilities
  • Expansion Growth (60%): Grow 60% of revenue from the existing territory customer base.
  • New Logo Acquisition (40%): Develop 40% of revenue from new logo sales—prospecting activity, meetings booked, and opportunity conversion are measured.
  • Strategic Relationships for Expansion: Develop strong relationships with strategic customer contacts who partner in identifying, proposing, and helping close new expansion opportunities.
  • Customer Success Partnership: Work closely with Customer Success Managers to build client stories, attend on-site product demonstrations, and establish roll-out plans for the DD suite of products.
  • Sales Engineering Collaboration: Work closely with Sales Engineers to guide technical product walkthroughs on client-relevant use cases.
  • Targeted Prospecting Strategy: Develop and execute a highly targeted prospecting strategy coordinated with Marketing, Business Development, and your manager.
  • Account Planning & Executive Visibility: Build account plans for high-value accounts and share progress with executive teams.
  • Ownership & Forecasting: Self-manage activity levels and monitor results to hit pipeline targets and quota goals on a rolling 120-day forecast.
  • Full-Cycle Support: Support customers through the entire sales process and the early stages of onboarding.
  • Product & Roadmap Enablement: Ensure prospects have up-to-date knowledge of new products, features, roadmap, and other relevant updates.
  • Cross-Functional & External Partnerships: Develop and maintain strong working relationships across internal and external teams.
  • CRM Excellence (Salesforce): Manage Salesforce opportunities and continuously update activity, sales stages, and close dates based on up-to-date conversations.
  • Daily Field Execution: Actively manage daily territory development through cold calls, discovery meetings, sales presentations, demos, and proposals.

    • Requirements
  • 3+ years of quota-carrying SaaS sales experience, with a proven track record of exceeding targets in the AEC or construction technology space.
  • Experience navigating complex organizations and selling to multiple stakeholders, including executives.
  • A builder’s mindset: you thrive in fast-paced, entrepreneurial environments and are energized by autonomy and ownership.
  • Strong consultative selling skills, with the ability to uncover client needs, design tailored solutions, and drive consensus.
  • Excellent communication, negotiation, and relationship-building skills.
  • Proficiency with Salesforce, Outreach, Microsoft Excel, Google Sheets, and an ability to quickly adopt new sales and AI tools.
  • Bachelor’s degree or equivalent experience
  • Obtain a USA-Part 107 drone license within 90 days of hire

    • Why Join our Sales team?
  • Our AEC sales team is a high-impact, collaborative group that thrives on autonomy, innovation, and a shared commitment to customer success. We empower our Account Executives to own their territory, make strategic decisions, and drive real outcomes for our clients and our business. Your ideas, decisions, and results will shape the future of reality capture in the AEC industry. We empower you to run your territory like your own business, with the support of a collaborative, innovative team.

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