DaaS Sales Representative

About Us:

The following is what we at Censys call our DNA derivatives. It is fundamental to the job that you align with them. Please review them before applying. Thank you, and we look forward to seeing your applications!

Censys Technologies DNA Derivatives

5 Areas of Excellence: Steward resources with excellence | Obsess over customers | Create new technologies | Improve continuously | Communicate with excellence

4 Core Values: Steadfast Customer Service | Quality | Integrity | Love

3 Fundamental Beliefs:

• We believe enrichment comes when technology enables problem solving.
• We believe our natural order is to achieve our maximum potential as individuals and as an organization to make the world wiser.
• We believe omniscience of humanity’s assets is the cornerstone of value creation.

2 Pillars of Identity:

• Strength–capacity to withstand great force and pressure
• Courage–the ability to name fear and not give it a foothold

1 Mission: Enrich lives through asset intelligence technology.

Position Overview:

Censys Technologies is seeking a motivated and results-driven Drone as a Service (DaaS) Sales Representative to drive revenue growth by identifying new business opportunities and developing long-term customer relationships. This role is responsible for selling Censys’ BVLOS-enabled Drone as a Service solutions, generating recurring service revenue, and helping customers solve operational challenges through innovative aerial data collection services.

Working closely with Sales & Marketing, Flight Operations, Customer Success, and Engineering, the DaaS Sales Representative will manage the sales process from prospecting through contract execution while ensuring a seamless customer experience. The ideal candidate is a consultative seller who thrives in building relationships, presenting technical solutions, and expanding customer accounts within utilities, transportation, energy, engineering, public safety, and other critical infrastructure markets.

Key Responsibilities:

Business Development & Sales

• Identify, prospect, and develop new business opportunities within utilities, transportation, energy, engineering, public safety, telecommunications, and other critical infrastructure markets.
• Build and maintain a healthy sales pipeline through outbound prospecting, networking, referrals, industry associations, conferences, and strategic partnerships.
• Manage the complete sales cycle from initial engagement through proposal development, contract negotiation, and close.
• Achieve established sales goals, revenue targets, and key performance metrics.
• Develop account strategies focused on expanding customer relationships and generating recurring Drone as a Service agreements.

Customer Engagement

• Conduct discovery meetings to understand customer operations, inspection programs, and business objectives.
• Present Censys’ Drone as a Service capabilities, BVLOS operations, CensWise software, and related technology solutions.
• Coordinate customer demonstrations, proof-of-concept projects, pilot programs, and executive presentations.
• Develop customized proposals, quotations, Statements of Work, and responses to Requests for Proposal (RFPs).
• Build trusted relationships with executive leadership, operations teams, innovation groups, and asset managers.

Account Management

• Maintain regular communication with customers throughout the sales process.
• Identify opportunities to expand existing customer accounts through additional services, software capabilities, and recurring service agreements.
• Coordinate successful project transitions with Flight Operations and Customer Success following contract award.
• Ensure customer expectations are met throughout onboarding and project execution.

Collaboration

• Partner with Marketing on lead generation campaigns, trade shows, webinars, customer success stories, and promotional initiatives.
• Provide customer feedback to Engineering, Product Development, and Operations to support continuous improvement.
• Maintain accurate opportunity tracking, forecasting, and customer records within the CRM system.
• Coordinate internally to ensure customer deliverables align with operational capabilities and timelines.

Market Development

• Represent Censys Technologies at trade shows, conferences, customer meetings, and industry events.
• Build relationships across the UAS ecosystem, including utilities, engineering firms, government agencies, and infrastructure organizations.
• Monitor industry trends, competitive offerings, regulatory developments, and emerging technologies to identify new business opportunities.

Required Qualifications

• Bachelor’s degree in Business, Marketing, Aviation, Engineering, or a related field, or equivalent professional experience.
• 3+ years of experience in B2B sales, business development, account management, or enterprise sales.
• Experience selling technical products or services, preferably within UAS, aerospace, geospatial, SaaS, engineering services, industrial inspection, or infrastructure markets.
• Demonstrated success prospecting and developing new business opportunities.
• Strong consultative selling, presentation, negotiation, and communication skills.
• Experience managing complex sales opportunities involving multiple stakeholders.
• Ability to travel approximately 30–40%.

Preferred Qualifications

• Experience selling recurring service or subscription-based business models.
• Familiarity with BVLOS drone operations, remote sensing, LiDAR, photogrammetry, GIS, or asset management technologies.
• Experience responding to commercial or government RFPs.
• Experience using CRM platforms such as HubSpot, Salesforce, ZoomInfo, or LinkedIn Sales Navigator.
• Existing relationships within utilities, transportation, engineering, energy, telecommunications, or government sectors.

Success in this Role Success in this position will be measured by the ability to:

• Meet or exceed assigned sales and revenue goals.
• Build and maintain a strong pipeline of qualified opportunities.
• Generate recurring revenue through long-term Drone as a Service agreements.
• Expand customer relationships through consultative selling and exceptional service.
• Increase market awareness and adoption of Censys’ Drone as a Service offerings.
• Accurately forecast sales activity and maintain a healthy opportunity pipeline.

Desired Characteristics

• Self-motivated with a strong drive to achieve results.
• Excellent relationship-building and networking skills.
• Customer-focused with a consultative sales approach.
• Entrepreneurial mindset and comfortable working in a fast-paced, growing organization.
• Strong organizational and time management skills.
• Passion for emerging technology, aviation, and innovation.
• Ability to communicate technical concepts to both technical and non-technical audiences.

Pay: $55,000.00 - $65,000.00 per year

Benefits

• Health insurance
• Paid time off
• Parental leave

Experience:

• B2B sales: 3 years (Required)
• UAS: 1 year (Preferred)

Willingness to travel:

• 25% (Required)

Work Location: In person