About the Role:

Based in eastern Canada, the Account Executive, Canada - Defense and Intelligence will find new opportunities, generate sales pipeline, and manage and expand existing government relationships within the Canadian Federal Security, Defense and Intelligence space as we continue to grow sales according to the business plan. The ideal candidate is a driven, independent thinker, who can also be creative in identifying and developing new use cases and solutions within the D&I market . This person will have a proven track record of navigating and selling within the Security, Defense and Intelligence sector in the Canadian Federal government, an extensive network and the ability to navigate framed contracts and the government procurement process . You will identify, qualify, negotiate, and close large-scale government contracts, drive sales and increase Planet’s visibility within the Canadian Federal defense community. Most likely, you will have a deep understanding of the objectives, structure, personnel, strategy and processes of the departments we sell to. Above all else, we want our potential candidate to enjoy our unique value proposition and join Planet on our mission to see change and change the world.

Impact You’ll Own:

• Drive strategic engagement and governmental relationships to maintain, renew and grow business with existing and new D&I government accounts
• Generate pipeline and revenue from D&I governmental agencies by working with Planet’s SDR team, maintain outbound, self-directed prospecting, networking, identify new business opportunities, expand relationships and close sales
• Work in close collaboration with other Planet security, defense and intelligence sales teams and leadership
• Help inform and develop Planet’s Federal D&I strategy, providing guidance and recommendations to product, marketing and the Commercial Leadership team on increasing Planet’s footprint within this market, and developing a cohesive and actionable plan to do so
• Manage the government contracting process
• Identify new partnership opportunities to expand Planet’s government D&I presence and work with existing partners as needed.
• Collaborate with Sales Engineers and Professional Services for prospect meetings and presentations to understand departmental needs, develop thoughtful solutions, generate proposals and present pricing to key government personnel
• Working collaboratively with Customer Success Managers to set client expectations, ensure successful outcomes and secure repeatable and predictable business
• Develop comprehensive and informed account plans, highlighting existing and potential opportunities and quarterly plans to maximize account engagement and revenue
• Maintain accurate and up-to-date pipeline, sales forecast and CRM.

What You Bring:

• Demonstrated success in self-directed prospecting and identifying and closing business within existing and new accounts in the Federal D&I space
• 5+ years of related experience in Geospatial or Earth Observation (or similar) industries with a firm grasp of the value commercial imagery can bring to this market, and a demonstrated track record of success
• 5+ Experience selling to the security, defense and intelligence federal market, including understanding the nuances of a complex sales and procurement process and how to navigate multiple government agencies and divisions within those agencies.
• Existing network with the Government and partner ecosystem.
• Excellent collaboration skills, working with multiple internal stakeholders to drive and retain business, increase Planet’s Federal D&I reach, product market fit and identify future areas for growth
• Ability to develop a detailed and achievable sales plan, forecast accurately and manage a pipeline of opportunities
• Ability to source, sell, co-sell, and close large deals and government contracts; carrying quota and closing should be familiar concepts
• Ability to run deep discovery meetings by identifying and understanding the prospect’s challenges and needs, gaining consensus with multiple stakeholders, engaging in complex solution evaluations, and navigating the government procurement process
• Excellent communication skills, bi-lingual (French) a strong plus
• Self-starter, able to work independently under tight deadlines in a fast-paced environment
• Sound judgment and decision-making skills
• The ability to interact successfully across cultures
• Negotiation and persuasion skills
• Critical thinking and creative problem-solving skills
• Live in eastern Canada, preferably the greater Ottawa area
• Experience with CRM, outreach tools and forecasting solutions

What Makes You Stand Out:

• Federal experience
• Background in GIS, remote sensing or related field
• Knowledge of consultative selling techniques such as MEDDPICC, Challenger Sale or similar
• Experience identifying, prospecting and establishing new use cases within existing and new accounts
• Fluency in French

Benefits While Working at Planet:

• Comprehensive Health Plan
• Wellness program and onsite massages in specific offices
• Flexible Time Off
• Recognition Programs
• Commuter Benefits
• Learning and Tuition Reimbursement
• Parental Leave
• Offsites and Happy Hours
• Volunteering Benefits