Direct Sales Manager - North America

About Starboard Maritime Intelligence

Starboard is a fully remote organisation with team members dispersed throughout Aotearoa New Zealand. We are collaborative and supportive by nature and necessity—software and science are both difficult. Successfully combining the two requires teamwork, empathy and a willingness to listen and understand other people’s points of view.

We believe that to build a great company and tackle complex problems, we need a broad range of skills, perspectives and backgrounds. We invest in our team, support one another and intentionally make time for open conversations.

We’re building Starboard, subscription-based software that provides teams with a comprehensive view of maritime activity and powerful tools for analysis. Starboard helps nations tackle complex maritime challenges, ranging from risk assessing arriving vessels to detecting illegal fishing and uncovering non-reporting dark vessels.

We have customers in APAC, Europe and the US, and have started our expansion into other markets. This role will help drive our growth in North America.

Position scope

This position plays an important part in continuing to grow Starboard into a successful global business.

This is a fully remote position. The ideal candidate would be based in the USA, but we would consider strong applications from those in surrounding locations.

You will have the opportunity to work flexible hours, provided you are able to deliver on your primary accountabilities and attend key team meetings with NZ based colleagues as needed.

We do our best work when we direct the skills of many on our team towards single complex challenges. As such you’ll likely work with nearly everyone on the team at some stage.

What you’ll be doing

As a Direct Sales Manager at Starboard, you’ll drive the complete sales cycle process. You will also be supporting sales cycles with Starboard’s channel partners.

You will:

• Lead the whole sales cycle from outbound call through to contract signing. This includes uncovering potential customers challenges and goals, articulating and demonstrating how Starboard is uniquely placed to solve them, pricing, negotiation and finally contract signing.
• Meet and exceed revenue targets.
• Build a pipeline of qualified opportunities.
• Support the development of channel partners, and other in-region partnership activities.
• Increase the value of existing customer contracts.
• Champion Starboard in the market and public domain.
• Analyse and understand the market and identify ideal opportunities to pursue.
• Source and influence tenders from our target markets in your region.
• Develop bids and proposals with the wider team.
• Work with the Chief Revenue Officer and the wider revenue team to plan and implement sales and business development activities.

As a team, we share responsibility for the success of Starboard. When needed, we work on tasks outside of our specialist areas, and you need to be willing to contribute as required.

Special requirements: You must have the right to work in the USA. You must be available to travel when needed.

What we’re looking for

Primarily, we’re looking for a self-starter who, through their networks and market research and clearly connecting customer challenges to Starboard solutions, will grow revenue in North America. You will have some or all of the following:

• Background in Maritime Domain awareness, with extensive networks in Fisheries, Border Security, Asset Protection or Maritime Financial Services.
• Demonstrated ability to clearly connect customer challenges to solutions, and have successfully sold SaaS solutions.
• Sucess selling regionally and internationally to Government agencies.
• Experience selling complex, technical solutions to clients.
• Experience developing long term relationships and engagement with clients, and demonstrated ability to grow annual contract values.

Why work with us

Aside from the engaging, impactful work you’ll be doing with talented people we want to ensure you are set up adequately, to do this job remotely:

• We will help you get sorted with the equipment you need to work from home, including a laptop (Mac, Windows or Linux - your choice), desk and chair, if needed.
• We will contribute to some of the costs of working from home.
• It will be up to you where you work and how you structure your day, providing you’re able to engage with the team for meetings, discussions and problem-solving, to get the work done.
• Competitive salary and commission structure offered.

How to apply

Please submit your CV and a cover letter, stating your motivation for this position. Both documents should be in PDF format and sent through to work@starboard.nz.

Please note – there is no closing date for this job posting. We will be reviewing applications as they come in so it is recommended you submit your application sooner rather than later. However, we will keep looking until we find the right candidate.

If you have any questions regarding this position, please email work@starboard.nz.