Head of Sales, SurfZone AI

Summary:

We are seeking a Head of Sales, SurfZone AI, based in the USA, to drive growth for our Surfzone AI product. Surfzone AI (SZAI) delivers essential coastal data and insights by leveraging bespoke machine learning algorithms, patent protected processes and a network of ocean-facing cameras. We provide decision-makers with detailed, real-time data on recreational beach usage, waves, weather, sand and beach profiles, and more. As the coastal environment faces unprecedented challenges, our 35 years of experience in building a leading consumer beach application positions us strongly to expand our offering in support of both government and businesses operating in this area.

Reporting to our VP of Strategy & Monetization, the ideal candidate for this opportunity is a highly motivated sales leader with experience at a B2G or B2B software company. You'll leverage this expertise, along with strong communication and relationship-building skills, to help us prospect and develop leads, negotiate and close deals, maintain strong customer relationships, and expand the size of our accounts. You will be the first sales hire on a new line of business and will have the opportunity to build our sales strategy from the ground up. You will also be a key stakeholder in developing our SurfZone AI roadmap, partnering closely with our product, marketing, and business strategy teams.

Under Surfline’s “Work from Anywhere” policy, this position may be performed on a full-time remote basis from California or a variety of locations in the US.

What You'll Do:

• Conduct market research to identify and align the organization with our Ideal Customer Profile(s). You’ll leverage these insights to drive the development of new solutions and refine existing offerings to better meet government requirements.
• Pursue and close deals with government municipalities and agencies in the US and Australia.
• Develop and refine sales processes and methodologies to enhance efficiency and effectiveness.
• Develop our overall account strategy, and partner with product and marketing to define a roadmap that serves our customer needs.
• Take ownership over account health, ensuring that renewal risks are identified and addressed as well as expansion and upsell opportunities are identified.
• Cultivate and maintain strong relationships with our reseller partners, ensuring alignment on goals, expectations, and deliverables.
• Partner with marketing to develop and refine sales materials (pitch decks, case studies, videos, testimonials etc.).
• Analyze sales data to provide accurate sales forecasts and reports to all SZAI stakeholders.
• Represent the company at industry trade shows and help us generate high-quality leads.

What We're Looking For:

• 10+ years of sales experience in government tech sales or at a B2B SAAS company.
• Proven ability to achieve and exceed sales targets.
• Excellent communication skills (written, verbal, and visual), and experience making complex technical concepts accessible and understandable.
• Experience prospecting and managing senior-level relationships ideally with municipal or coastal municipal and-or environmental engineering and consulting firms.
• You are excited to be the first sales hire on a new part of the Surfline business.
• You are a highly entrepreneurial sales leader who enjoys the build and is not driven by operating on someone else’s playbook.
• You are comfortable operating independently within a small, scrappy company.
• You will have the skills to manage a sales team over time (hiring, leading and mentoring the team).
• Proficiency in using CRM software and other sales tools.
• Willingness to travel as needed to meet with customers and attend industry events.
• Experience building, managing, and mentoring sales teams.

You May Also Have:

• Functional knowledge in either the coastal safety or coast resiliency space.
• An interest in cutting-edge technology, particularly in the AI space.
• A passion for the ocean and-or surfing.

Compensation and Benefits:

The base salary range for this position is: $130,000 - $180,000 plus sales incentives. In accordance with applicable state laws, the range provided is Surfline's reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. In addition, Surfline offers a competitive and comprehensive benefits package including 100% company-paid healthcare (medical, dental, and vision), a 401(k) plan and match, 'Use What You Need' PTO and more.

About Surfline Wavetrak: 

Millions of people around the world depend on Surfline Wavetrak’s products to enrich their experiences in and around the ocean. Since 1985, our company has connected people with the ocean. Starting with surfers and expanding to offshore cruisers, anglers and a myriad of other ocean enthusiasts, we’ve made it our mission to deliver peak maritime experiences. We provide those who work and play in the ocean with all the advanced tools, personalized insights and immersive content to make their lives better -- supplying them with the information they need to make smarter decisions, seek out new experiences and gain valuable knowledge. 
We are dedicated to bringing people together across the globe, and we champion and encourage those who bring different perspectives, ideas, and creativity. At Surfline Wavetrak, we recruit, employ, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, gender identity, gender expression, age, veteran status, and any other protected status.