Account Executive, Territory - AEC (USA) at dronedeploy

About DroneDeploy DroneDeploy powers field teams with robotics and AI. As the only reality capture platform that combines robotic automation, AI agents, and a truly unified system, DroneDeploy allows critical industries to operate with speed and confidence. From construction and energy to agriculture, the world’s largest companies use DroneDeploy to simplify field operations, improve safety, and make smarter decisions, faster. By combining aerial drones, 360 and fixed cameras, ground robots and proprietary AI, we’re bringing the power of automation and visual intelligence to all stakeholders, from the field to the boardroom. At DroneDeploy, we thrive in a mostly remote-first culture rooted in innovation and impact. We’ve been recognized as a Best Place to Work in the SF Bay Area and named one of America’s Great Places to Work—but what truly sets us apart is the experience you gain: solving real-world challenges with cutting-edge technology, surrounded by teammates who are as passionate as they are supportive. Our team is bold, mission-driven, and building something that matters. We foster a culture where a variety of perspectives drive smart decisions, and where growth—both personal and professional—is part of the journey. Whether it’s flexible schedules, family-friendly benefits, or our strong track record of internal promotions, we invest in people as much as we do in product. If you’re looking to be part of something ambitious, authentic, and transformative, you’ll find your place at DroneDeploy. Role Overview As a Mid-Market Account Executive, you will report to the Head of AEC and expand DroneDeploy’s presence across an assigned territory. You will focus on both growing existing accounts and landing new mid-market AEC customers. You will shape and execute your own territory plan, working with stakeholders from field teams to the C-suite. This is a high-impact role where your consultative approach and consistent delivery against quota directly influence our results and our customers’ success in the AEC industry. Work Environment • Fully remote role based in the U.S., preferably in Central or Eastern Time Zones. • Operate during standard business hours in your local time zone, with flexibility for customer meetings and travel. • Spend up to ~50% of your time in the field for client meetings, site visits, demos, and events. • Travel is primarily domestic, with occasional trips to and from Canada. • Use AI tools such as Gong AI, Glean, and Gemini regularly for call review, follow-up emails, research, and rapid learning. Responsibilities • Deliver territory revenue targets, with roughly 60% from expansion and 40% from new logos. • Own your book of business and proactively uncover new opportunities within assigned accounts. • Build strong relationships with key contacts who help identify and champion expansion. • Partner with Customer Success Managers on client stories, on-site demos, and product rollouts. • Work closely with Sales Engineers on technical walkthroughs and workflow mapping. • Run a targeted prospecting strategy in coordination with Marketing, Business Development, and sales leadership. • Create and maintain account plans for high-value customers and share progress with leadership. • Manage a rolling 120-day forecast and maintain a healthy, well-qualified pipeline. • Lead the full sales cycle from discovery through negotiation, close, and early onboarding. • Keep customers informed about new products, features, and roadmap items that fit their goals. • Collaborate effectively with internal teams and partners to accelerate customer outcomes. • Keep Salesforce data accurate and current for opportunities, stages, and activities. • Execute a daily mix of outreach, discovery meetings, demos, and proposals that advance deals. • Use AI tooling to review performance, refine messaging, and continuously improve results. Requirements • 3+ years of quota-carrying SaaS sales experience with full-cycle ownership. • Proven record of exceeding targets, ideally in AEC or construction technology. • Experience selling into AEC (architecture, engineering, or construction) organizations. • Ability to navigate complex accounts and work with multiple stakeholders, including executives. • Comfort working in a fast-paced, growth environment with high territory ownership. • Strong consultative selling skills, including deep discovery and solution design. • Excellent communication, negotiation, and relationship-building skills. • High attention to detail in forecasting, organization, and CRM hygiene. • Proficiency with Salesforce, Outreach, Excel, and Google Sheets. • Willingness to adopt and use AI-powered tools like Gong, Glean, and Gemini. • Ability to travel across the U.S. and to Canada up to ~50% of the time. • Bachelor’s degree or equivalent experience. • Ability to obtain and maintain a USA Part 107 drone license within 90 days of hire. Why Join DroneDeploy? • Help leading AEC firms transform how they plan, build, and operate projects with unified reality capture and AI. • Run your territory like a business, with clear goals and room to design how you hit them. • Sell a proven, differentiated platform already trusted by a large share of top ENR contractors. • Join a high-performing AEC sales team that shares playbooks, supports each other, and wins together. • Build a visible track record that can lead to Enterprise AE roles in AEC or Energy & Emerging. • Balance remote work with meaningful time on sites and at customer offices. • Work in an AI-forward culture that gives you modern tools to find, qualify, and close better opportunities. #LI-Remote Employee Offerings & Benefits (Benefits may vary by location and role) These are just some of the perks you'll enjoy—there's more to discover once you join us! Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork. Drone Certification – Get certified and gain unique, hands-on skills with our full backing. Flexible Work Arrangements – Enjoy autonomy with remote-first options and schedule flexibility. Paid Family Leave – Take the time you need to support your family during life’s most important moments. Comprehensive Healthcare Coverage – Plans designed to support your well-being. Career & Growth Development – Build new skills and unlock opportunities through continuous learning. Flexible PTO – Take time off when you need it to recharge—we trust you to manage your time well. Employee Referral Bonus – Know someone great? Refer them and earn a bonus when they join our team. ---- DroneDeploy is an equal opportunity employer. All DroneDeploy employees are responsible for protecting the company and customer data by following information security policies and procedures. Please refer to our Recruitment Privacy Notice for information about privacy during the recruiting process.