- Company Name
- Planet
- Job Title
- Account Executive NATO
- Job Description
-
**Job Title**
Account Executive – NATO
**Role Summary**
Drive Planet’s government sales growth within the NATO command structure, agencies, and partner organizations. Identify, qualify, and close medium to large‑value software and data solutions contracts, navigating complex procurement processes and collaborating closely with cross‑functional teams to deliver customer value and meet revenue targets.
**Expectations**
- Demonstrated success (6 + years) selling SaaS/software solutions to government/defense customers, with a strong understanding of NATO procurement frameworks.
- Proven ability to build and manage a robust sales pipeline, forecast accurately, and consistently achieve or surpass quota.
- Deep knowledge of military operations, planning, and intelligence that informs solution selling.
- Excellent negotiation, communication, and stakeholder management skills across a wide range of NATO and defense decision‑makers.
**Key Responsibilities**
- Generate and sustain a high‑quality pipeline of NATO government prospects, leveraging existing networks and marketing initiatives.
- Deliver product demonstrations and tailored presentations that articulate technical value to senior military and intelligence leaders.
- Draft and negotiate proposals, contracts, and procurement documents, ensuring compliance with NATO and governmental regulations.
- Manage the full sales cycle from qualification to close, including accurate forecasting, quota management, and pipeline hygiene in Salesforce.com.
- Collaborate with Global D&I Sales, Marketing, Solution Engineering, and Customer Success teams to co‑design solutions, secure technical validation, and ensure successful onboarding.
- Navigate contracting and procurement procedures, serving as liaison between the client’s procurement office and Planet’s legal/finance functions.
- Provide regular reporting on pipeline status, key opportunities, and revenue projections to leadership.
**Required Skills**
- 6 + years of SaaS/enterprise software sales to government/defense customers.
- Demonstrated experience in solution selling, quota attainment, and complex contract negotiation.
- Comprehensive knowledge of NATO procurement processes and relevant agencies (e.g., NCIA, ACO, ACT).
- Understanding of military operations, command planning, and intelligence support.
- Strong analytical and forecasting abilities, with proficiency in Salesforce.com or similar CRM.
- Effective communication, presentation, stakeholder management, and cross‑functional collaboration.
**Required Education & Certifications**
- Bachelor’s degree in a related field (Business, Computer Science, Engineering, or equivalent professional experience).
- 6 + years of experience in SaaS/software solution sales to government/defense.
- 6 + years of proven sales track record within the NATO or comparable defense ecosystem.
- No specific additional certifications required, though familiarity with government procurement or defense industry standards is advantageous.