Apply
Description
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%.
Requirements
PREFERRED QUALIFICATIONS
- Active TS/SCI clearance.
- Established relationships within the Department of Defense, Intelligence Community, U.S. Navy, Special Operations, maritime, geospatial, or national-security communities.
- Experience selling into energy, offshore infrastructure, ocean survey, telecommunications, insurance, or other data-intensive commercial markets.
- Experience selling platforms that cross government and commercial markets.
- Familiarity with maritime-domain awareness, bathymetry, hydrography, GIS, remote sensing, autonomous systems, digital twins, or ocean data.
- Experience with AWS, secure government cloud environments, data-sovereignty requirements, FedRAMP, DoD impact levels, Zero Trust, or classified deployments.
- Experience selling edge-computing or on-premises software alongside cloud-based SaaS.
- Familiarity with recurring software licenses, enterprise agreements, data subscriptions, appliances, implementation services, and usage-based pricing.
- Background in a high-growth technology company where sellers operate with considerable autonomy and limited support infrastructure.
- Bachelor's degree or equivalent relevant professional experience.
MEASURES OF SUCCESS
- Achievement of annual bookings and revenue targets.
- Creation of sufficient qualified pipeline to support predictable growth.
- New enterprise customers acquired.
- Expansion of initial deployments into larger, recurring contracts.
- Quality and progression of strategic accounts.
- Forecast accuracy and CRM discipline.
- Ability to shorten sales cycles without compromising deal quality.
- Development of trusted relationships with operational, technical, contracting, and executive stakeholders.
- Effective collaboration across Sales, Product, Engineering, Operations, and leadership.
THE PERSON WE ARE LOOKING FOR
You are a builder and a closer.
You know how to enter an account where Terradepth has little or no existing presence, identify a consequential customer problem, develop internal champions, reach the economic buyer, and create urgency around a defensible solution. You understand that relationships open doors, but disciplined selling, customer value, and execution close business.
You can operate credibly in a classified government environment and then shift seamlessly into a commercial executive discussion focused on productivity, risk, operating economics, and return on investment.
You are comfortable with accountability. You maintain a clean pipeline, communicate problems early, and do not confuse activity with progress. You collaborate well, but you do not wait for others to create your opportunities or carry your deals across the finish line.
COMPENSATION
Final compensation will reflect experience, qualifications, location, clearance level, and demonstrated sales performance.
EQUAL OPPORTUNITY
Terradepth is an Equal Opportunity Employer. We value different backgrounds and perspectives and are committed to maintaining a workplace in which qualified individuals can contribute, grow, and succeed.
We care about our team's well-being. We offer a competitive benefits package that includes comprehensive health, dental, and vision insurance, plus a 401(k) retirement plan.