Director of Sales, North American Commercial

AEM (Advanced Environmental Monitoring) is the global leader in innovative mission critical weather, wildfire and water monitoring and intelligence solutions. We aim to be the world’s essential source for environmental insights – enabling decisive action and positive outcomes for our customers and their constituents. Our family of innovators offers world-class hydrometeorological technologies and services, including sensors, dataloggers, telemetry, and advanced analytics and software. Our technology and services empower the communities and organizations to survive – and thrive – in the face of escalating environmental risks.  

AEM is seeking a highly motivated and proven Director of Sales - North America Commercial with experience in the North American markets. The primary responsibility is to lead the sales professionals on the Commercial team to drive growth through new and existing clients and partners for AEM’s solutions, including lightning detection systems, weather and hydrological sensing networks, early warning, risk management, and resiliency solutions within their assigned territories.  Typical customers are in aviation & transportation, heavy industry, energy and more for weather, climate, disaster risk or water management. This position includes coaching team members on pipeline development, territory & account planning, performance management, forecasting, and consistent achievement of defined sales quota. 

The ideal candidate is a self-motivated team leader, a curious problem solver and seeker who works with the team on analytical, data driven territory planning, follows a consultative key account methodology to deeply understand the agency’s long-term strategy and translate these needs into business solutions. They will possess and cultivate within the team a relentless drive to identify and develop new prospects and grow existing customer and partner business through innovative approaches, creative solutions, and overcoming objections. 

The position will report to the VP Sales to define and follow-through with monthly, quarterly and annual goals and quotas for the sales teams.

Job Responsibilities: 

• Lead, direct, and manage the Commercial sales teams to achieve or surpass quotas. 
• Collaborate with senior management and the go-to-market (GTM) team to align sales strategies with overall business objectives.  Actively participate in and contribute to AEM’s annual strategic and operational planning. 
• Develop and execute a comprehensive Commercial sales plan, focusing the team on strategic sectors, industries, and high-value solutions. 
• Guide the team in creating detailed account plans using a consultative key account methodology to deeply understand the agency’s long-term strategy and translate these needs into business solutions. 
• Recruit, train, and mentor a skilled sales team to drive performance excellence. 
• Set clear sales targets and goals for team members and monitor their progress regularly. 
• Provide coaching, feedback, and performance evaluations to foster continuous improvement. 
• Prepare accurate sales forecasts and reports for senior management, detailing performance against targets and key metrics. 
• Offer insights and recommendations based on data analysis to drive informed decision-making. 
• Continuously evaluate and refine sales processes to improve efficiency and effectiveness, staying up to date with industry trends and implementing sales best practices. 
• Keep the GTM team informed about new and evolving regulatory requirements, funding opportunities, technologies, competitors, and market segment needs to fine-tune AEM’s overall market offerings and positioning. 
• Oversee the tracking and management of all sales and lead generation activities, forecasts, customer, and partner information, ensuring timely hygiene and capture of all details in Salesforce. 
• Conduct stringent deal inspections and progression with stage and close date gates at all sales levels. 

This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of the Employer.

• Bachelor’s degree in engineering, meteorology, hydrology, or environmental science, business or related field or equivalent experience/training   
• 15+ years of experience in sales, with 5 years in a leadership or managerial role  
• Proven record of sales accomplishment achieving growth objectives 
• Significant knowledge or experience in weather, wildfire or hydrology decision support solutions and applications in public (i.e., weather, water, or disaster management agencies) or private sector (i.e., aviation, energy, mining industries)  
• Strong Salesforce and Microsoft Office skills 
• Strategic thinker with the ability to develop and execute sales strategies 
• Analytical mindset with the ability to interpret sales data and make data-driven decisions 
• Excellent leadership, communication, and interpersonal skills 
• Work and collaborate effectively across cross-department groups in a matrix organization.  

Additional Information: 

• This is a remote opportunity that can be performed from anywhere in North America.   
• Up to 50% travel required  
• Must be eligible to work in the U.S. or Canada without company sponsorship, now or in the future, for employment-based work authorization. F-1 visa holders with Optional Practical Training (OPT) who will require H-1B status, TNs, or current H-1B visa holders will not be considered. H1-B and green card sponsorship is not available for this position.

US Benefits include: Medical, Dental, Vision, Life Insurance, Short-Term & Long-Term Disability & 401k match of up to 3%. 

US Compensation Range: A reasonable estimate of the current salary range for this position is $135,000 - $160,000 per year, plus commission. Please note that the salary information is a general guideline only. AEM considers a wide range of factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education, licensure and certifications, key skills as well as other market and business considerations when extending an offer. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. 

This position will accept applications on an ongoing basis and will be closed once the position is filled.
 

AEM is an Equal Opportunity Employer.