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Account Executive, Western United States ID-23359

Welcome to Planet. We believe in using space to help life on Earth.

Planet designs, builds, and operates the largest constellation of imaging satellites in history. This constellation delivers an unprecedented dataset of empirical information via a revolutionary cloud-based platform to authoritative figures in commercial, environmental, and humanitarian sectors. We are both a space company and data company all rolled into one.

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Customers and users across the globe use Planet's data to develop new technologies, drive revenue, power research, and solve our world’s toughest obstacles.

As we control every component of hardware design, manufacturing, data processing, and software engineering, our office is a truly inspiring mix of experts from a variety of domains.

We have a people-centric approach toward culture and community and we strive to iterate in a way that puts our team members first and prepares our company for growth. Join Planet and be a part of our mission to change the way people see the world.

Planet is a global company with employees working remotely world wide and joining us from offices in San Francisco, Washington DC, Germany, Austria, Slovenia, and The Netherlands.

About the Role:

We’re looking for an Account Executive who will find new opportunities, generate sales pipeline, and manage and expand existing  government relationships with state and local governments  as we continue to grow sales according to the business plan.  The ideal candidate is a driven, independent thinker, who can also be creative in identifying and developing new use cases and solutions within the civil market . This person will have a proven track record of navigating and selling within the state and local level, an extensive network and the ability to navigate framed contracts and the government procurement process . You will identify, qualify, negotiate, and close large-scale government contracts, drive sales and increase Planet’s visibility within the large state agencies. Ideal candidates have a deep understanding of the objectives, structure, personnel, strategy and processes of the departments we sell to such as departments of natural resources, agriculture, forestry and emergency management. Above all else, we want our potential candidate to enjoy our unique value proposition and join Planet on our mission to see change and change the world.

This is a full-time, remote position based in California.

Impact You'll Own:

  • Drive strategic engagement and governmental relationships to maintain, renew and grow business with existing and new state government accounts.
  • Generate pipeline and revenue from state governmental agencies by working with Planet’s SDR team, maintain outbound, self-directed prospecting, networking, identify new business opportunities, expand relationships and close sales.
  • Help inform and develop Planet’s civil go to market  strategy, providing guidance and recommendations to product, marketing and the Commercial Leadership team on increasing Planet’s footprint within this  market, and developing a cohesive and actionable plan to do so. 
  • Manage the government contracting process. 
  • Identify new partnership opportunities to expand Planet’s government  presence and work with existing partners as needed.
  • Collaborate with Sales Engineers and Professional Services  for prospect meetings and presentations to understand departmental needs, develop thoughtful solutions, generate proposals and present pricing to key government personnel.
  • Working collaboratively with Customer Success Managers to set client expectations, ensure successful outcomes and secure repeatable and predictable business. 
  • Develop comprehensive and informed account plans, highlighting existing and potential opportunities and quarterly plans to maximize account engagement and revenue. 
  • Maintain accurate and up-to-date pipeline, sales forecast and CRM. 

What You Bring:

  • Demonstrated success in self-directed prospecting and identifying and closing business within existing and new accounts in the civil government space. 
  • 6+ years of related experience selling to the civil markets of which 5+ years in the Geospatial Earth Observation (or similar) industries.  
  • A firm grasp of the value commercial imagery can bring to the civil market and the understanding of how to navigate the complex civil buying process. 
  • Existing network with the Government and partner ecosystem. 
  • Excellent collaboration skills, working with multiple internal stakeholders to drive and retain business, increase Planet’ civil reach, product market fit and identify future areas for growth.
  • Ability to develop a detailed and achievable sales plan, forecast accurately and manage a pipeline of opportunities.
  • Ability to source, sell, co-sell, and close large deals and government contracts; carrying quota and closing should be familiar concepts.
  • Ability to run deep discovery meetings by identifying and understanding the prospect’s challenges and needs, gaining consensus with multiple stakeholders, engaging in complex solution evaluations, and navigating the government procurement process. 
  • Self-starter, able to work independently under tight deadlines in a dynamic environment.
  • The ability to interact successfully across cultures.
  • Negotiation and persuasion skills.
  • Critical thinking, decision=making, sound judgement, and creative problem-solving skills.
  • Experience with CRM, outreach tools and forecasting solutions.

What Makes You Stand Out: 

  • Federal experience 
  • Background in GIS, remote sensing or related field 
  • Knowledge of consultative selling techniques such as MEDDPICC, Challenger Sale or similar.
  • Experience identifying, prospecting and establishing new use cases within existing and new accounts
  • Live in Northern California, especially in the SF-Bay Area or Sacramento, CA

#LI-REMOTE

Application Deadline:

July 6, 2025 by 11:59pm PDT

Benefits While Working at Planet:

These offerings are dependent on employment type and geographical location, based upon applicable law or company policy.

  • Comprehensive Medical, Dental, and Vision plans
  • Health Savings Account (HSA) with a company contribution
  • Generous Paid Time Off in addition to holidays and company-wide days off 
  • 16 Weeks of Paid Parental Leave
  • Remote-friendly work environment 
  • Wellness Program and Employee Assistance Program (EAP)
  • Home Office Reimbursement
  • Monthly Phone and Internet Reimbursement
  • Tuition Reimbursement and access to LinkedIn Learning
  • Equity
  • Commuter Benefits (if local to an office)
  • Volunteering Paid Time Off
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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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