Account Executive - Surfzone AI
Summary:
In 2024, we expanded our portfolio into the data enterprise market with the launch of Surfzone AI. This cutting-edge solution provides continuous, cost-effective AI monitoring of local beaches, enabling smarter, data-driven decisions for coastal management and safety. Surfzone AI delivers actionable insights and timely data, empowering communities, lifeguards, and local government agencies to optimize operations, enhance safety, and protect invaluable coastal resources. Backed by decades of expertise in ocean monitoring and reporting systems through our parent company, Surfline, the Surfzone AI team is dedicated to shaping the future of coastal management.
We are seeking a highly motivated sales leader to join our team as the founding Account Executive, reporting directly to the VP of Strategy & Monetization. The ideal candidate will bring a proven track record in B2G or B2B software sales, excelling in prospecting, lead development, negotiation, and deal closure. Strong communication and relationship-building skills are essential for maintaining customer satisfaction and expanding account portfolios. As the first sales hire for this new line of business, you’ll play a pivotal role in building our sales function from the ground up, driving growth, and contributing to the success of Surfzone AI.
Under Surfline’s “Work from Anywhere” policy, this position may be performed on a full-time remote basis from California or a variety of locations in the US.What You'll Do:
- Partner with marketing to define and refine the Ideal Customer Profile (ICP) and use that to prioritize target customers and sales efforts.
- Identify, pursue, and close opportunities with municipal and state organizations in the US, Australia, and the UK.
- Own the full sales cycle from prospecting to close, to go-live.
- Manage cold outreach efforts to generate new leads, build a robust sales pipeline, and expand market reach.
- Develop account strategies and collaborate with product and marketing teams to create a customer-focused roadmap.
- Negotiate and manage government contracts, ensuring favorable terms, compliance, and prompt resolution of issues.
- Oversee the customer success function ensuring that customers achieve their desired outcomes with Surfzone AI, driving satisfaction, retention, and long-term loyalty.
- Monitor account health to mitigate renewal risks, identify expansion opportunities, and drive upsell initiatives.
- Represent Surfzone AI at trade shows to generate high-quality leads and enhance brand visibility.
- Help establish a culture of planning, execution, and accountability within the Surfzone AI team.
What We're Looking For:
- Bachelor's degree or Master’s degree in business, engineering or adjacent fields of study.
- 4+ years of enterprise sales experience, with at least 2 at a B2G or B2B company with a highly technical product.
- Proven ability to achieve and exceed sales targets.
- Excellent communication skills (written, verbal, and visual), and experience making complex technical concepts accessible and understandable.
- Experience prospecting and managing senior-level relationships.
- You are excited to be the first sales hire on a new part of the Surfline business.
- You are comfortable operating independently within a small, scrappy company.
- Proficiency in using CRM software and other sales tools such as Hubspot, Outreach, Salesloft, Apollo, Lead IQ, etc.
- Willingness to travel as needed to meet with customers and attend industry events.
You May Also Have:
- Functional knowledge in either the coastal safety or coast resiliency space.
- An interest in cutting-edge technology, particularly in the AI space.
- An understanding of oceanography, related coastal sciences, or coastal engineering.
- A passion for the ocean and-or surfing.
Compensation and Benefits:
The base salary range for this position is: $100,000 - $120,000 plus sales incentives. In accordance with applicable state laws, the range provided is Surfline's reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. In addition, Surfline offers a competitive and comprehensive benefits package including 100% company-paid healthcare (medical, dental, and vision), a 401(k) plan and match, 'Use What You Need' PTO and more.
About Surfline Wavetrak:
Millions of people around the world depend on Surfline Wavetrak’s products to enrich their experiences in and around the ocean. Since 1985, our company has connected people with the ocean. Starting with surfers and expanding to offshore cruisers, anglers and a myriad of other ocean enthusiasts, we’ve made it our mission to deliver peak maritime experiences. We provide those who work and play in the ocean with all the advanced tools, personalized insights and immersive content to make their lives better -- supplying them with the information they need to make smarter decisions, seek out new experiences and gain valuable knowledge.
We are dedicated to bringing people together across the globe, and we champion and encourage those who bring different perspectives, ideas, and creativity. At Surfline Wavetrak, we recruit, employ, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, gender identity, gender expression, age, veteran status, and any other protected status.