Account Executive, Territory - AEC (USA)
DroneDeploy, San Francisco, California, United States, 94199
Overview
DroneDeploy powers field teams with robotics and AI. As the only reality capture platform that combines robotic automation, AI agents, and a unified system, DroneDeploy enables industries to operate with speed and confidence. From construction and energy to agriculture, the world’s largest companies use DroneDeploy to simplify field operations, improve safety, and make smarter decisions faster. By combining aerial drones, 360 and fixed cameras, ground robots, and proprietary AI, we bring automation and visual intelligence to the field and the boardroom. DroneDeploy embraces a mostly remote-first culture rooted in innovation and impact. We’ve been recognized as a Best Place to Work in the SF Bay Area and named one of America’s Great Places to Work. Our team is bold, mission-driven, and building something that matters, with a culture where diverse perspectives drive smart decisions and growth—personal and professional—are part of the journey. If you’re looking to be part of something ambitious and transformative, you’ll find your place at DroneDeploy. 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 reality capture technology to transform their projects. Your independent judgment, consultative approach, and drive for results will directly impact our growth and 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 DroneDeploy suite of products. Sales Engineering Collaboration: Guide technical product walkthroughs with Sales Engineers 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. Employee Offerings & Benefits
Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork. Drone Certification – Get certified and gain unique, hands-on skills with our full backing. Flexible Work Arrangements – Remote-first options and schedule flexibility. Paid Family Leave – Time to support your family during life’s important moments. Comprehensive Healthcare Coverage – Plans designed to support well-being. Career & Growth Development – Build new skills and unlock opportunities through continuous learning. Flexible PTO – Take time off when you need it to recharge. Employee Referral Bonus – Refer someone great and earn a bonus when they join. DroneDeploy is an equal opportunity employer. All employees are responsible for protecting data by following information security policies and procedures. Please refer to our Recruitment Privacy Notice for information about privacy during the recruiting process. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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DroneDeploy powers field teams with robotics and AI. As the only reality capture platform that combines robotic automation, AI agents, and a unified system, DroneDeploy enables industries to operate with speed and confidence. From construction and energy to agriculture, the world’s largest companies use DroneDeploy to simplify field operations, improve safety, and make smarter decisions faster. By combining aerial drones, 360 and fixed cameras, ground robots, and proprietary AI, we bring automation and visual intelligence to the field and the boardroom. DroneDeploy embraces a mostly remote-first culture rooted in innovation and impact. We’ve been recognized as a Best Place to Work in the SF Bay Area and named one of America’s Great Places to Work. Our team is bold, mission-driven, and building something that matters, with a culture where diverse perspectives drive smart decisions and growth—personal and professional—are part of the journey. If you’re looking to be part of something ambitious and transformative, you’ll find your place at DroneDeploy. 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 reality capture technology to transform their projects. Your independent judgment, consultative approach, and drive for results will directly impact our growth and 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 DroneDeploy suite of products. Sales Engineering Collaboration: Guide technical product walkthroughs with Sales Engineers 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. Employee Offerings & Benefits
Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork. Drone Certification – Get certified and gain unique, hands-on skills with our full backing. Flexible Work Arrangements – Remote-first options and schedule flexibility. Paid Family Leave – Time to support your family during life’s important moments. Comprehensive Healthcare Coverage – Plans designed to support well-being. Career & Growth Development – Build new skills and unlock opportunities through continuous learning. Flexible PTO – Take time off when you need it to recharge. Employee Referral Bonus – Refer someone great and earn a bonus when they join. DroneDeploy is an equal opportunity employer. All employees are responsible for protecting data by following information security policies and procedures. Please refer to our Recruitment Privacy Notice for information about privacy during the recruiting process. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
#J-18808-Ljbffr