Account Executive, Spotter (U.S. Southeast) - Remote Eligible

Account Executive, Spotter (U.S. Southeast)

Sofar is the leading ocean intelligence platform. We've built the world's largest real-time ocean network, turning billions of measurements into insights trusted by scientists, governments, and shipping fleets. Our technology makes the ocean more predictable and sustainable, helping customers save costs, cut emissions, and unlock insights that were once out of reach.

The Role

Responsible for executing Sofar's GTM strategy for device sales into the following segments: 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.

Impact You'll Own:

• 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.

About You:

• 3+ year history of 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, either from a previous sales role or from 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

Sofar's Commitment to Climate Justice

We at Sofar Ocean acknowledge that careers in the marine sciences "... have traditionally been, and remain, non-diverse work environments", thereby limiting the entry and prosperity of underrepresented groups in the space. (Johri et al. , 2021) Many of these same groups are disproportionately affected by climate change, and are often excluded from decision making that directly address their interests and needs.

We are committed to addressing these climate injustices and highly encourage people who identify as women, LGBTQ+, Black, Indigenous, and people of color (BIPOC) to apply.

Employee Conduct

It is the responsibility of every employee to contribute to a positive work environment through cooperative and professional interactions with co-workers, customers, and vendors.

Equal Employment Opportunity

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.