[Hiring] Account Executive, Territory - AEC @DroneDeploy

Role Description

As a Mid-Market Account Executive, you will report to the Head of AEC and expand DroneDeploy’s presence across an assigned territory. You will focus on both growing existing accounts and landing new mid-market AEC customers. This is a high-impact role where your consultative approach and consistent delivery against quota directly influence our results and our customers’ success in the AEC industry.

• Fully remote role based in the U.S., preferably in Central or Eastern Time Zones.
• Operate during standard business hours in your local time zone, with flexibility for customer meetings and travel.
• Spend up to ~50% of your time in the field for client meetings, site visits, demos, and events.
• Travel is primarily domestic, with occasional trips to and from Canada.
• Use AI tools such as Gong AI, Glean, and Gemini regularly for call review, follow-up emails, research, and rapid learning.

Responsibilities

• Deliver territory revenue targets, with roughly 60% from expansion and 40% from new logos.
• Own your book of business and proactively uncover new opportunities within assigned accounts.
• Build strong relationships with key contacts who help identify and champion expansion.
• Partner with Customer Success Managers on client stories, on-site demos, and product rollouts.
• Work closely with Sales Engineers on technical walkthroughs and workflow mapping.
• Run a targeted prospecting strategy in coordination with Marketing, Business Development, and sales leadership.
• Create and maintain account plans for high-value customers and share progress with leadership.
• Manage a rolling 120-day forecast and maintain a healthy, well-qualified pipeline.
• Lead the full sales cycle from discovery through negotiation, close, and early onboarding.
• Keep customers informed about new products, features, and roadmap items that fit their goals.
• Collaborate effectively with internal teams and partners to accelerate customer outcomes.
• Keep Salesforce data accurate and current for opportunities, stages, and activities.
• Execute a daily mix of outreach, discovery meetings, demos, and proposals that advance deals.
• Use AI tooling to review performance, refine messaging, and continuously improve results.

Qualifications

• 3+ years of quota-carrying SaaS sales experience with full-cycle ownership.
• Proven record of exceeding targets, ideally in AEC or construction technology.
• Experience selling into AEC (architecture, engineering, or construction) organizations.
• Ability to navigate complex accounts and work with multiple stakeholders, including executives.
• Comfort working in a fast-paced, growth environment with high territory ownership.
• Strong consultative selling skills, including deep discovery and solution design.
• Excellent communication, negotiation, and relationship-building skills.
• High attention to detail in forecasting, organization, and CRM hygiene.
• Proficiency with Salesforce, Outreach, Excel, and Google Sheets.
• Willingness to adopt and use AI-powered tools like Gong, Glean, and Gemini.
• Ability to travel across the U.S. and to Canada up to ~50% of the time.
• Bachelor’s degree or equivalent experience.
• Ability to obtain and maintain a USA Part 107 drone license within 90 days of hire.

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 – Enjoy autonomy with remote-first options and schedule flexibility.
• Paid Family Leave – Take the time you need to support your family during life’s most important moments.
• Comprehensive Healthcare Coverage – Plans designed to support your 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—we trust you to manage your time well.
• Employee Referral Bonus – Know someone great? Refer them and earn a bonus when they join our team.