Position Overview:

This position holds a pivotal role in shaping Dense Air’s strategy within the Commercial Real Estate (CRE) vertical, a critical element of our Go To Market (GTM) strategy. The Account Executive will collaborate closely with the CRO to define this strategy by aligning Dense Air with the CRE vertical, its expectations and methods of doing business. Success in this role is measured by effectively creating and managing a healthy funnel and closing commercial agreements.

Candidates that will be most fulfilled in this role are renaissance sellers, combining the ability to create their own path forward with a strategic mindset and ability to combine the needs of the customer and business effectively while both paths are still being defined. The AE will be a classic self-starting motivated individual who thrives in a dynamic and innovative environment, where new challenges and opportunities are presented daily. Possessing a proven ability to collaborate and build relationships within the CRE vertical is a must, specifically Class A Office, but also interested in Multi-Family. History working with ownership groups, management companies, consultants, and construction companies are valuable as part of Dense Air’s value proposition. Customers tend to be highly focused on their properties, how to make them most valuable to their tenants while keeping a clear focus on the financials.

Dense Air utilizes cutting-edge radio access technologies to address indoor challenges faced by building tenants across the US, providing a turn-key cellular solution that solves their connectivity issues. The ideal candidate will have experience in selling enterprise wireless technologies such as Wi-Fi and cellular, and could even include CBRS. This role enables the vision of working hand-in-hand with these external stakeholders to identify their coverage concerns, explore mitigation strategies, and ultimately deliver an enhanced tenant/owner experience.

The ideal candidate can be based anywhere in the United States, near a major airport, as we anticipate travel to customers [up to 50%].

Key Responsibilities:

• Organize, qualify, and manage a pipeline of dozens of enterprise opportunities ramping over the first three months.

• Negotiate, structure, and sign revenue-generating agreements with at least 2 of those prospects in the first 6 months.

• Under the direction of the CRO, execute Dense Air’s sales plan with CRE ownership groups, management companies, consultants, and construction companies.

• Establish and maintain a network of key contacts and influential relationships with stakeholders in the CRE industry, including key associations within the sector.

• Guide and execute proposal creation, pricing, contract discussions and negotiations, working closely with Dense Air's Sales Engineering, Finance, Legal and Executive team.

• Collaborate with the rest of the Sales team to build partnerships with other stakeholders across the different verticals.

• Drive results through a results-driven approach, focusing on achieving sales growth and revenue targets within the CRE sector.

• Prepare and/or guide proposals in response to RFI/RFP/RFQs in the CRE sector.

• Maintain and enhance relationships with current and prospective indirect sales partners in the CRE industry to ensure Dense Air can deliver via those channels where appropriate.

• Play a key role in ensuring Dense Air is viewed positively by our customers by accurately representing customer needs in proposals and the projects we deliver. Assist in support of these accounts ongoing.

Education and Experience:

• Critical for this role is the demonstrated ability to interact with executives within the CRE vertical, specifically Class A Office and/or Multi-Family.

• At least 5 years of relevant sales, business development and proposal management experience in the CRE vertical, ideally with a focus on working with ownership groups, management companies, consultants, and construction companies.

• Proven ability to meet or exceed quota.

• Hunter in CRE, proven ability to uncover new Leads and Opportunities, driving emails and calls to ensure your pipeline is always fresh and growing.

• BA/BS or equivalent experience preferred.

• Proven experience identifying the different influencers and decision makers throughout the selling process, expressing the value proposition, delivering written and oral proposals, leading negotiations, and closing skills.

• Experience with a start-up is a plus.

Personal Qualities:

• Delivery and results-focused, able to thrive in an extremely fast-paced, challenging environment within the real estate industry.

• Ability to multi-task and deal with global stakeholders (US/UK).

• Excellent communication skills and attention to detail, especially in interactions with ownership groups, management companies, consultants, and construction companies.

• Solid sales process experience, including all facets of engagement from initial cold calling, to moving prospects through their individual Customer Journey, finishing with successful contract negotiation and handoff to other parts of Dense Air for delivery.

• Solid professional relationships with strategic clients, partners, and associations in the CRE vertical are a plus.

• Excellent verbal and written skills, including strong presentation skills. Solid ability to interface, inspire, and motivate at all levels of the organization, particularly within the context of the CRE industry.

• Ability to write clear, concise, and creative content relevant to the CRE sector.

• Ability to collaborate effectively across all divisions within the company, focusing on driving a positive corporate culture.

Salary - $120,000 - $150,000 plus bonus/commission

Diversity, Equity, and Inclusion:

Dense Air is committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and employees regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, and any other characteristic protected by applicable law. Dense Air believes that diversity and inclusion among our teammates is critical to our success.