Enterprise Sales Director- West

Job Description

About Datumate:

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Datumate helps owners, contractors, and engineering firms deliver heavy civil infrastructure projects with greater visibility and control. Our cloud platform, DatuBIM, turns drone imagery and construction data into actionable insights, helping teams track progress, validate quantities, compare site conditions with engineering designs, and identify deviations early. We help customers reduce costly rework, manage budgets, and keep projects on track. 

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As we grow our U.S. presence, you’ll bring these capabilities to new customers across the Western region. You’ll have the autonomy to develop your territory, build relationships with leading infrastructure organizations, and help shape our sales approach through the opportunities you create and the customer insights you bring.

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The Role:

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Datumate is looking for an experienced Sales Director to identify, pursue, and win new Mid-Market – Enterprise accounts in our Western region. As a Sales Director and Individual Contributor, you will manage all sales activities in an assigned territory composed of the nation’s premier Departments of Transportation, General Contractors, and Engineering Firms.

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This role covers Datumate’s Western U.S. territory: Washington, Oregon, California, Idaho, Nevada, Utah, Arizona, Montana, Wyoming, Colorado, and New Mexico. Candidates must reside in one of these states and be available to travel within the territory and elsewhere in the U.S. as needed.

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As an important member of the commercial team, you’ll have a lasting impact on our business.

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What you’ll do:

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• Develop strategy and business plan for the West Territory and execute on the approved plan.
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• Develop effective strategies for winning in a highly competitive and fast-growing industry.
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• Own the full sales cycle for new customer acquisition, from prospecting and qualification through discovery, business case development, negotiation, and closing. 
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• Achieve quarterly and annual revenue targets and coordinate a smooth handoff to the designated account owners responsible for ongoing expansion and renewals.
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• Work with Sales Development Reps (SDRs) to tackle top-of-funnel leads as a team and improve Sales Qualified Lead (SQL) conversions.
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• Drive top-of-funnel activity, including cold calling individually and with the SDR team, managing targeted email campaigns, and attending industry events.
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• Develop and maintain a healthy sales pipeline coverage of 3X + of quota.
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• Work with local partners and sales channels to extend reach and drive the adoption of solutions.
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• Take a consultative approach to prospect requirements and present the best possible solutions.
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• Create and deliver effective sales presentations and product demonstrations to articulate Datumate’s compelling value proposition.
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• Develop and present proven ROI models to support the Datumate business case.
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• Leverage internal product management, operations, leadership, and engineering resources to solve prospect needs and issues to improve our products and customers’ ROI.
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• Accurately forecast sales pipeline to sales management.
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• Accurately document all activity in our CRM system
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Qualifications

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Required:

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• 7+ years of experience selling B2B SaaS products and knowledge of SaaS metrics and SaaS sales motion.
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• Proven hunter track record, consistently over-performing quota and ranking in the top tier.
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• In-depth understanding of the ConTech or Construction space.
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• Mastered value selling vs. selling only features/functions. You’ve competed in an industry that has multiple competitors but outperformed your peers.
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• Previously sold deal size in the mid-five to high-six figure range with sales cycle experience of 2 - 9 months. 
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• Ability to work in partnership with cross-functional teams when required.
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• Ability to conduct strong, convincing, professional, effective online/virtual meetings.
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• Excellent business writing, oral communication, and interpersonal skills.
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• Ability to travel as required.
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Preferred:

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• Aptitude towards data-driven decision making and KPI tracking.
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• Ability to thrive in an entrepreneurial environment where the playbook is being created.
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• A measured balance of patience and persistence in a sales cycle. 
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• Strong proficiency in sales systems e.g. LinkedIn, HubSpot, ZoomInfo, Gong.
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Why You’ll Like Working for Datumate:

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• Lucrative comp plan.
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• Competitive equity packages for qualified candidates.
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Benefits:

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• Medical, dental, and vision insurance.
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• Access to a 401(k)-retirement savings plan.
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• Flexible paid time off.
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• Remote work flexibility, a company provided laptop, and reimbursement for a full home-office setup
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• Working with innovative and transformative construction technology. You will be changing an industry and making a lasting impact.
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• Growth opportunities for consistent, high performers.
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