Service Sales Representative

Orange County, California, United States

The Services Sales Representative creates, advances, and closes profitable service opportunities across our customer base and target markets. The role turns hardware-led conversations into complete operational outcomes: identifying customer needs, shaping the right service solution, coordinating technical scoping, and guiding opportunities from discovery through contract handoff.

The mandate is to grow recurring and project-based services revenue and increase service attachment to product sales, without sacrificing delivery quality, gross margin, or customer expectations. The right candidate is a disciplined consultative seller who can translate complex drone, autonomy, security, training, compliance, and support capabilities into clear business value.

Responsibilities:

Pipeline & Opportunity Ownership

• Build and maintain a qualified services pipeline through outbound prospecting, account expansion, product-sales collaboration, marketing leads, referrals, partners, and industry events.
• Identify opportunities to attach services to drone, dock, payload, robotics, software, and ArgusLine trailer sales.
• Qualify on business need, operational readiness, technical fit, budget, authority, timing, and risk.
• Own follow-up cadence, stakeholder mapping, and progression through defined CRM stages.

Discovery & Solution Development

• Lead structured discovery into use cases, sites, workflows, performance expectations, compliance constraints, and purchasing process.
• Translate needs into the right service pathway, engaging services leadership or technical specialists when deeper scoping is required.
• Develop statements of work, proposals, estimates, and customer presentations using approved offerings, pricing rules, and templates.
• Manage pricing and negotiation within approved authority, protecting target margin and escalating nonstandard terms or delivery risk.

Cross-Functional Selling & Handoff

• Partner with product sales early so the customer gets a deployment-ready solution rather than a hardware-only transaction.
• Coordinate technical discovery, site assessments, demonstrations, and pilots with the right subject-matter experts.
• Complete a documented sales-to-delivery handoff covering scope, assumptions, contacts, schedule, acceptance criteria, dependencies, and open risks.
• Stay commercially engaged after kickoff to support customer communication, change orders, renewals, references, and additional service adoption.
• Keep CRM records complete and current: value, stage, close date, products and services, stakeholders, activities, risks, and next action.
• Submit reliable weekly forecasts, identify pipeline gaps early, and execute corrective prospecting.
• Follow approved contracting, pricing, discount, legal review, data handling, export-control, and aviation compliance processes.

You will become conversant across our services portfolio and know when to bring in a specialist: implementation and professional services, managed autonomy and remote operations, BVLOS readiness and ComplianceOps, role-based training, support and care programs, data services including mapping, inspection, thermal and LiDAR, and ArgusLine mobile security trailer services.

Qualifications:

Required

• Three or more years of B2B consultative sales, solutions sales, or professional services sales. Equivalent demonstrated experience will be considered.
• Experience selling services, managed services, technical support, training, consulting, or complex solutions involving multiple stakeholders.
• Able to run discovery, qualify opportunities, build a business case, develop proposals, and negotiate to close through a structured process, with attention to commercial and scope detail.
• Able to learn technical concepts quickly and explain them to operational and executive audiences.
• Willing to travel for customer meetings, site visits, demonstrations, and industry events.

Preferred

• Experience in commercial drones, autonomous systems, robotics, physical security, public safety, industrial inspection, energy, or aviation.
• Familiarity with drone-in-a-box deployments, remote operations, mapping or inspection workflows, aviation compliance, or technical training.
• Experience selling through product-sales teams, channel partners, integrators, or public-sector procurement.
• FAA Part 107 Remote Pilot Certificate, or willingness to obtain it within a mutually agreed period after hire.