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About the Role
We are seeking a player-coach sales leader with expertise in GIS and AI. This role involves managing your own sales territory and quota while also leading the sales team and owning its results. You will be responsible for winning new customers, growing existing accounts, coaching the team, managing the sales pipeline and forecast, and overseeing the team budget. AI tools are integral to our sales process, and you will set the example for their use, as well as educate customers on AI's capabilities with their GIS data.
Responsibilities
- Carry a personal quota and own your sales territory.
- Run the full sales cycle: prospecting, discovery, demos, proposals, pricing, and closing.
- Work through RFPs and public buying processes.
- Use AI prospecting and research tools to identify opportunities.
- Lead, coach, and grow the sales team.
- Set territories, quotas, and goals for the sales team.
- Utilize AI insights for coaching.
- Hire and onboard new team members.
- Own the pipeline and bookings forecast, reporting to Harris leadership.
- Conduct regular pipeline reviews and maintain CRM data accuracy.
- Use AI-generated forecasts and reports, validating them with judgment.
- Manage the Sales team budget, providing monthly forecast updates and variance explanations.
- Discuss GIS workflows, spatial data, and integrations with customers.
- Explain practical AI applications for GIS work to customers, including limitations and data protection.
- Relay customer feedback to the Product team.
- Collaborate with Customer Success and Professional Services for customer satisfaction and growth.
- Partner with Marketing on campaigns, content, and conferences.
Requirements
- 5+ years of B2B software sales experience with a record of meeting or exceeding quota.
- Experience leading or coaching a sales team while managing personal sales targets.
- Experience selling GIS, mapping, or location software or services.
- Experience building a sales team forecast and presenting it to leadership.
- Experience managing or contributing to a sales budget.
- Working knowledge of GIS tools and concepts (e.g., ESRI ArcGIS, spatial data, web maps).
- Experience with public sector or utility buyers, including RFPs and long sales cycles.
- Daily use of AI tools for sales activities (account research, meeting prep, proposals, forecasting).
- Ability to clearly and honestly explain AI to non-technical buyers.
- Strong CRM habits (Salesforce, HubSpot, or similar).
- Comfortable working independently from a home office.
Skills
- GIS
- AI
- Sales Leadership
- B2B Software Sales
- Sales Forecasting
- Budget Management
- CRM (Salesforce, HubSpot)
- Public Sector Sales
- Utility Sales
- RFP Response
- Communication
- Coaching
Location
- Remote
- United States
Work Type
- Full-time
- Remote
Experience Level
- 5+ years of B2B software sales
- Experience leading or coaching a sales team
Salary/Compensations
- $110,000 - $120,000 USD per year
About the Company
- Harris is part of Constellation Software.
- Constellation Software buys and keeps great software businesses for the long run.
- This means stable teams, customers who stay for decades, and room to do things properly.