Enterprise Sales Navigator

1 month ago

Sydney, New South Wales, Australia Advanced Navigation Full time

About the Company

Advanced Navigation is a pioneering innovator in AI robotics and navigation technology, with a presence across land, air, sea, and space. Our Sydney headquarters serve as the hub for our global operations, while research facilities in Australia and sales offices around the world enable us to reach new heights.

We are proud suppliers to some of the world's largest companies, helping them automate various industries through cutting-edge technologies. Our underwater robot, Hydrus, aims to restore oceans to their former glory, while our navigation systems feature in autonomous Indy race cars and thousands of Plus AI autonomous trucks. We also assist farmers by introducing autonomous farming equipment and contribute to diverse fields of research.

In the realm of software, our cloud-based drone management platform enables beach patrols for emergency rescues and shark tracking. Off-planet, we will deliver a navigation system for the next NASA moon landing. The possibilities of our technologies are vast - wherever there's autonomy, you'll find Advanced Navigation.

Job Overview

The primary focus of this role is to generate qualified opportunities for the Regional Direct Sales teams through targeted outbound prospecting efforts with our target customers. This position involves initiating contact with potential customers, qualifying leads, and setting appointments for Account Executives (AEs). It requires effective follow-up on outreach efforts, nurturing leads through the sales pipeline, and contributing to the overall growth of the business.

Responsibilities

    • Pipeline Generation: Conduct daily prospecting activities to generate new business opportunities, including researching target accounts, cold calling, and outreach via email and social media.
    • Lead Qualification: Identify and qualify potential customers through effective communication and discovery processes, ensuring timely and professional interaction.
    • Appointment Setting: Schedule meetings for Account Executives (AEs) with qualified prospects, ensuring a seamless transition for further sales efforts.
    • Support Regional Teams: Provide additional support to the regional sales teams by assisting with specific opportunities, ensuring a collaborative sales environment.
    • CMS Management: Provide high-quality opportunity intelligence to the company through comprehensive, timely, and accurate maintenance of information within our CRM platform.
    • Product Knowledge: Develop and maintain in-depth knowledge of our company's products, specifications, and applications to effectively communicate value propositions to potential customers.
    • Collaboration: Collaborate with the global SDR team to share expertise and leverage success, fostering a unified approach to outbound sales.

Requirements

    • 1-2+ years of experience in business development, preferably within high-tech solutions and one of the following verticals: aerospace & defence, surveying, autonomous vehicles/robotics, or maritime/subsea.
    • Strong commercial acumen and ability to navigate enterprise/partner environments to map stakeholders and generate buy-in.
    • Research skills to identify target customers and find prospective buyers.
    • Proven experience in B2B sales development within a technology-driven organisation (preferably hardware).
    • Familiarity with navigation, maritime, aerospace, or defense technologies is advantageous but not essential.
    • Proficient in using Salesforce or similar CRM platforms for lead management, sales development, and reporting.
    • Competency in managing other tools for prospecting beneficial (e.g. Sales Navigator, Lusha, Outreach etc).
    • Experience with qualification frameworks like MEDDPICC or BANT is highly valuable.
    • Excellent communication and writing skills with the ability to be both technical and analytical.
    • The ability to adapt to a fast-changing environment, international cultures, and distributed teams.
    • A sense of being coachable and invested in your professional growth, development, and career path.
    • Understanding that you will be conducting many cold calls.

Salary

We offer a competitive salary of $80,000-$110,000 per annum, commensurate with experience and qualifications. Additionally, we provide benefits, including medical insurance, retirement savings, and generous paid time off.

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