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Director of U.S. Government Business Development

Hydrosat

Hydrosat

Sales & Business Development
Washington, DC, USA
Posted on Friday, November 10, 2023

Note: This position can be remote, hybrid or office-based in our Washington, DC office.

Hydrosat is a venture-backed space data analytics company developing a new earth observation constellation and software to unlock the power of thermal infrared imagery. Our mission is to capture and deliver thermal infrared data, currently not available from other sources, to provide insights into crop health, drought and wildfire risk, industrial activity, and situational awareness to government and commercial customers.

Based remotely or in Washington D.C., the Director of U.S. Government Business Development will find new opportunities, generate a sales pipeline, manage and expand existing government relationships within Federal, Civil, and Environmental agencies. The ideal candidate is a driven, independent thinker, who can also be creative in identifying and developing new use cases and solutions within the Federal government space and then execute on them. This person will have a proven track record of navigating and selling within the Federal Government and an aptitude to constantly learn new things. You will identify, qualify, negotiate, and close large-scale government contracts, drive sales and increase Hydrosat’s visibility within Federal agencies and departments. Most likely, you will have previous experience working with federal agencies such as the DoD, USDA, NASA, NOAA, and the IC.

What You’ll Do:

  • Build and grow Hydrosat’s U.S. government business from the ground up
  • Lead the sourcing of contract opportunities, development and execution of capture strategies, coordinate and delivery of winning proposals, and maintenance and growth of customer relationships
  • Drive strategic engagement and governmental relationships to maintain, renew and grow business with new and existing government accounts
  • Generate pipeline and revenue, maintain outbound, self-directed prospecting and networking, identify new business opportunities, expand relationships and close sales
  • Help inform and develop Hydrosat’s Federal government strategy, providing guidance and recommendations to product, marketing and the Leadership team on increasing Hydrosat’s footprint within the Federal market, and develop a cohesive and actionable plan to do so
  • Manage the government contracting process
  • Identify new partnership opportunities to expand Hydrosat’s government presence while working with existing partners as needed
  • Work 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 data

The successful candidate will be a self-starter with high levels of energy and the drive to work within a small, fast-paced, high-growth environment. Specific attributes should include:

  • Demonstrated success in self-directed prospecting and identifying and closing business within existing and new accounts in the Federal Government
  • 5+ years of related experience in Software, Data as a Service, Geospatial or Earth Observation industries with a demonstrated track record of success
  • 5+ years of experience selling to federal agencies such as DoD, NASA, NOAA, USDA, and the IC, including understanding the nuances of a complex proposal and contracting process and how to navigate multiple government agencies and divisions within those agencies
  • An excellent collaborator, working with multiple internal stakeholders to drive and retain business, increase Hydrosat’s Federal reach, product market fit and 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 and engaging in complex solution evaluations, and navigating the government procurement process
  • Ability to coordinate government affairs campaigns to support business objectives
  • Excellent communication skills
  • Self-starter, able to work independently under tight deadlines in a fast-paced environment
  • Sound judgment and decision-making skills
  • Negotiation and persuasion skills
  • Critical thinking and creative problem-solving skills
  • Experience with CRM, outreach tools and forecasting solutions

Nice-to-Haves:

  • Experience with agriculture
  • Experience with satellite imagery
  • Early-stage startup experience
  • Experience working with remote or distributed teams
  • Experience in leading $10M - $100+M new business capture activities, development of classified proposals, and closing on new business in the federal market
  • Have a current/active TS/SCI clearance
  • Equity options
  • Health insurance: Medical, Vision, Dental
  • Maternity, Paternity & Parental Leave
  • Flexible time off
  • Flexible work location
  • 401K Matching

Hydrosat provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.