Director of Sales

Salary: Base Salary + Commission

Status: Full-time

Worksite: Remote-first, in continental US, with primary office in DC for local candidates

Founded in 2020 and headquartered in Washington, D.C., Impact Observatory is a mission-driven company that brings AI-powered algorithms and on-demand data to sustainability and environmental risk analysis for governments, industries, and markets. Impact Observatory empowers decision-makers with the timely, actionable, science-based geospatial insights they need to succeed.


The Director of Sales at Impact Observatory (IO) will sell world-leading AI-powered geospatial monitoring products to global governments and commercial audiences. This position will be responsible for driving increased sales with both new and existing customers, developing and implementing revenue growth strategies, and building enterprise-scale relationships. This position will report directly to the Head of Business, joining a business team with tremendous upside for growth.

Duties and Responsibilities

  • Meet or exceed the quarterly and annual revenue quotas
  • Work full-cycle deals from outbounding to close, including negotiating and executing contracts
  • Conduct market research, analyzing both industry trends and market conditions, to identify and target relevant prospects and demand-generation opportunities
  • Identify and communicate market insights to the company to inform development of products and guide R&D efforts
  • Become an expert in IO’s AI-powered geospatial products, establishing the ability to independently demonstrate the products and explain the technology to external stakeholders
  • Represent IO at key customer conferences and industry events to build key relationships with partners, customers, and end users
  • Develop and execute strategic sales plans to expand our customer base, drive revenue growth, and target large enterprise accounts/customers
  • Collaborate across teams including Product, Engineering, and Science to understand and configure products to meet customer needs
  • Maintain account, opportunity, and deal information in company CRM to track, forecast, and learn from sales data effectively

Education & Experience

  • Bachelor’s or Master’s degree in a relevant field
  • 7+ years of sales and sales management experience including in a technology startup environment addressing customer needs in AI, geospatial, or space data and SaaS sectors, with a preference for AI and geospatial experience

Required Qualifications

  • Demonstrated experience prospecting, managing sales pipelines, and meeting or exceeding sales targets
  • Experience using CRM to track, forecast, and learn from sales data effectively
  • Previous success developing and implementing effective sales and go-to-market strategies that align with company goals and drive revenue growth
  • Proven ability to collaborate effectively with cross-functional teams, stepping in as needed to help achieve team goals
  • Strong problem-solving skills, capable of addressing challenges creatively and effectively, while adapting to evolving market trends and company needs
  • Ability to articulate complex concepts simply and clearly to a variety of audiences, including customers, partners, and internal teams.
  • Strong written and verbal communication skills with ability to be personable yet persistent
  • A Bachelor’s or Master’s degree in a relevant field

Preferred Qualifications

  • Demonstrated understanding of at least one of the following commercial market segments: agriculture, state and local government, biodiversity or green/blue carbon markets, planning and environmental consulting.
  • Specific experience with Hubspot CRM

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.