Sales Development Representative - Aviation at Spire
San Francisco, CA, US

About Spire

In the time it takes you to read this job description our low earth orbit nanosatellites would have passed overhead at least three times traveling at around 4 nautical miles. Onboard, the satellites are collecting and downloading radio signals (data) that help drive value across the Aviation, Maritime and Weather industries.

Since Spire’s first launch in 2013, we’ve put up more than 100 satellites, each batch better than the previous one (at the time of this writing, we are on our  iteration). Our satellites have three payloads: our AIS data receiver, our GNSS/GPS radio occultation receiver, and our ADS-B receiver. The Spire Aviation team is fast growing and is focused on delivering location-based aircraft tracking as part of the ICAO GADSS Mandate and flight planning weather forecasting solutions to customers; all from proprietary data collected from our constellation of satellites.   

Description

We are looking for a Sales Development Representative (SDR), inspired by Aviation, who will develop the sales funnel of our Spire Aviation data products (ADS-B and Weather data).  This role will play a critical role in expanding our presence in the market, finding niche verticals to target, identifying prospects, converting prospects into sales opportunities, and closing deals based on deal size.

The SDR is a hunter who can partner with the product, marketing, and sales teams to execute outbound and inbound lead generation campaigns and move leads into sales opportunities.  You will be measured by your ability to contact and connect with potential customers, find qualified leads, and ultimately, to build your own book of business. Additionally, you will work closely with the Aviation Business Development Executive and collaborate with others, to create a predictable, repeatable, data-driven sales process managed through our Zendesk CRM.   

The Spire Aviation team is fast-moving, energetic and works with an extreme sense of urgency.  Candidates for this role must have both a strong work rate and high energy, and be able to work through large amounts of data while tracking critical CRM details.

Responsibilities of your role:

  • Collaborate with others to proactively grow the customer base by creatively utilizing an array of strategic prospecting and outbound channels
  • Work with product marketing to create target buyer personas and develop call lists to drive outbound prospecting
  • Explain the Spire Aviation product suite and educate prospects and potential customers on the Spire Aviation vision
  • Identify prospect needs, suggest appropriate solutions and provide detailed feedback to the sales, marketing, and product teams through weekly reports and the Zendesk CRM platform
  • Manage all contacts, prospecting, account development, opportunities and customer interactions through Zendesk
  • Swiftly follow-up on qualified inbound inquiries, working with the product marketing team to refine and optimize our lead nurturing process
  • Communicate product and service opportunities, information or pertinent feedback garnered through prospecting conversations to appropriate internal resources
  • Stay up to date with industry trends, product releases and development, competitive dynamics and new offerings

Qualifications / Experience:

  • 3+ years of Sales Development experience, introducing and selling data services
  • Bachelor’s degree with an aviation background not required, but a plus
  • Good communicator / outstanding oral and written communication skills and the ability to articulate complex products, solutions, and processes.
  • Ability to work cross-culturally/cross-functionally, with a sense of urgency in a start-up environment
  • Self-starter who brings the level of enthusiastic spirit, reliability, creativity, commitment, patience, and humor it takes to work within a fast-growing, and quickly evolving, organization.
  • A hunter mentality with solid sales development DNA and demonstrated success utilizing a well-defined, repeatable framework
  • Fluent in at least two languages (French, Spanish, Japanese, Mandarin, etc.)
  • Able to work flexible hours to cover all time zones