SENIOR DIRECTOR, ENTERPRISE SALES

SENIOR DIRECTOR, ENTERPRISE SALES

Government & Commercial

Location: Remote, United States; Northern Virginia/Washington, D.C. region, Fla., N.C.

Travel: Approximately 30–40%

Reports to: Chief Revenue Officer

Employment type: Full-time

Security requirement: U.S. citizenship and an active Top Secret clearance required; TS/SCI strongly preferred

ABOUT TERRADEPTH

Terradepth is transforming how organizations collect, manage, analyze, and act on ocean data.

Our flagship software platform, Absolute Ocean, is a cloud-native ocean intelligence platform that brings together complex maritime and geospatial data, automates processing and analysis, and enables customers to make faster, better-informed decisions. Absolute Ocean Onboard extends these capabilities to the edge, supporting operations in disconnected, bandwidth-constrained, shipboard, and secure environments.

Terradepth serves Government, defense, intelligence, energy, infrastructure, survey, and other commercial customers operating in the Global maritime domain.

We move with Speed, Discipline, and Collaboration. We seek people who are humble enough to learn, confident enough to execute, and committed to measurable results.

THE OPPORTUNITY

Terradepth is seeking an accomplished enterprise SaaS seller who can win business across government and commercial markets.

This is a senior, quota-carrying individual-contributor role responsible for creating, advancing, closing, and expanding strategic accounts. The successful candidate will be equally comfortable discussing operational missions with senior government leaders, demonstrating enterprise software value to commercial executives, and building the internal business case required to secure a multimillion-dollar contract.

This is not a traditional government-relations, capture-only, or account-maintenance position. We need a disciplined enterprise seller who can generate new opportunities, lead complex sales cycles, negotiate commercial terms, close business, and expand successful deployments into durable enterprise relationships.

KEY RESPONSIBILITIES

• Own an annual bookings and revenue target for Absolute Ocean, Absolute Ocean Onboard, and related data and implementation offerings.
• Develop and execute account plans across selected U.S. Government and strategic commercial accounts.
• Build qualified pipeline through direct prospecting, executive relationships, partners, industry events, referrals, and targeted account-based campaigns.
• Lead the complete enterprise sales cycle: account selection, discovery, qualification, solution alignment, demonstration, business-case development, proposal, negotiation, close, implementation handoff, and expansion.
• Sell Absolute Ocean as an enterprise capability rather than as a limited number of individual software licenses.
• Translate customer operational problems into compelling SaaS, data, edge-computing, and workflow solutions.
• Engage senior stakeholders across defense, intelligence, energy, offshore infrastructure, hydrographic survey, and other maritime markets.
• Navigate government acquisition processes and commercial procurement, security, legal, IT, and vendor-management reviews.
• Build relationships with operational users, technical authorities, program offices, contracting organizations, CIO and data organizations, and executive economic buyers.
• Work with Sales Engineering, Product, Engineering, Operations, Marketing, and executive leadership to develop winning solutions and demonstrations.
• Develop persuasive proposals, presentations, pricing strategies, account plans, and executive business cases.
• Maintain accurate opportunities, customer activity, next actions, and forecasts in the company CRM; forecast accuracy and CRM discipline are essential.
• Capture customer and competitive intelligence and translate it into actionable input for product strategy and go-to-market planning.
• Represent Terradepth at customer meetings, conferences, demonstrations, exercises, and industry events.
• Expand initial deployments into multi-year, enterprise-level recurring revenue relationships.

REQUIRED QUALIFICATIONS

• At least 10 years of successful enterprise software, SaaS, data-platform, geospatial, cloud, AI, or other complex technology sales experience.
• Demonstrated success personally closing multimillion-dollar enterprise software or technology agreements.
• Experience selling to both the U.S. Government and large commercial organizations.
• Documented history of meeting or exceeding individual sales quotas.
• Ability to create new pipeline independently rather than relying exclusively on inbound leads, existing contracts, or company leadership.
• Experience managing complex sales involving operational users, technical evaluators, cybersecurity teams, procurement officials, contracting personnel, legal teams, and executive buyers.
• Strong command of value-based and solution-selling methods, including discovery, qualification, business-case development, negotiation, and account expansion.
• Ability to explain cloud software, data platforms, APIs, analytics, AI-enabled workflows, edge computing, and enterprise integration credibly to technical and nontechnical audiences.
• Understanding of government procurement pathways and the differences between government capture and commercial enterprise selling.
• Executive presence and the ability to communicate effectively with senior military officers, government executives, commercial executives, engineers, and end users.
• Excellent written communication, presentation, negotiation, and proposal-development skills.
• Strong CRM hygiene, pipeline management, and forecast discipline.
• U.S. citizenship and an active Top Secret security clearance.
• Willingness to travel approximately 30–40%.