Director of Sales (Director, Methane Results)

About Insight M

At Insight M, we combine innovative aerospace systems with advanced data science. Unlike traditional aerospace companies, we sell information, not hardware - we operate our sensors cost-effectively at continental scale to produce novel data streams about pressing global problems.

First on our list: spotting hard-to-monitor emissions of methane, a potent greenhouse gas that accelerates climate change. Since starting continuous survey operations in 2018, Insight M has removed methane emissions equal to over 250 million tonnes of CO2e through our work. To put that in perspective, that’s equivalent to over 60 million cars being removed from the roads or shutting down about one hundred and sixty 350 MW coal-fired power plants for a year. That's like planting 4.2 billion urban trees and letting them grow for 10 years.

We call that a good start.

As a team, we love science and engineering, we love getting our hands dirty with hardware and software, and we love seeing our work make a difference in the real world.

We’ve created a diverse, collaborative, supportive, and fun environment based on integrity and treating people right. So no matter your sex, gender, sexual identity, gender identity, race, age, beliefs, sexual orientation, or disabilities, we welcome you and would like to work with you. :-)

It’s never boring, it’s always challenging, and we’re usually laughing.

A note of encouragement: If you don't meet 100% of the qualifications below, you should still seriously consider applying. Studies show that you can still be considered for a role if you meet just 50% of the role's requirements.

If you would like interview accommodations, please contact [[email protected]] to request assistance with your application or accommodations in advance of your interview. 

Director of Sales (Director, Methane Results)

Insight M is a holistic methane solutions partner for the oil and gas industry with product offerings that move far beyond those typically found in leak detection and repair. Our solutions are leveraged to increase profits, successfully navigate the new regulatory landscape, and improve efficiency, enabling our clients to stand out amongst other operators as leaders in methane emissions reduction. Our technology is designed to cover vast areas and pinpoint methane leaks, allowing us to produce massive results for the environment. Indeed, Insight M may have already had a more positive climate impact than any other company in human history.

We are looking for a quota-busting Director of Sales who is driven by the opportunity to make a critical and outsized mark on our business, our customers, and the planet. The Director of Sales will report directly to the Chief Revenue Officer and will work closely with our CEO, who has deep expertise in building commercial momentum for cleantech startups.

At Insight M, we have a team sales approach where we work together to solve customer issues. In this role, you will increase your knowledge of the power dynamics of our target customers to develop relationships with executives who exert high influence over methane program decisions and help them understand the implications of the new and rapidly moving methane transparency movement. Our ideal candidate is a highly strategic enterprise sales professional who appreciates the power of a consultative approach and enjoys working a full sales cycle from generating leads to closing deals.

Specific Functions and Objectives Include:

• Manage the end-to-end sales process, including lead generation, pipeline management, deal negotiation, and account relationship development.
• Participate in the development and commercialization of new product solutions and the enabling technologies, with a deep understanding of the value our customers capture from our services.
• Manage and develop close working relationships with other groups throughout the organization (e.g., Field Operations, Customer Success, Analysis, and Reporting) to help ensure the company’s resources are being used efficiently to achieve our growth and climate impact goals.

• Partner with marketing to design and execute lead generation campaigns.
• Represent Insight M at industry events and conferences, cultivating relationships that lead to business opportunities.
• Work with Product and Customer Success teams to align offerings with client priorities.

• Convey targeted value propositions and solutions to demonstrate how Insight M is very different from “one size fits all” competitor offerings. Articulate why this highly differentiated approach produces outstanding customer outcomes.
• Leverage superior listening skills to develop a deep understanding of customer pain points, key messaging,  and sales tools, allowing us to guide our customers through holistic challenges- not just methane.
• Proficiently respond to challenging customer questions and unwind inaccurate industry preconceptions around methane.

• Leverage our internal research team to develop a strong understanding of market trends and the competitive forces that are affecting each target customer. 
• Develop a deep understanding of our target market segments and articulate how we design custom solutions that efficiently meet the goals of each target customer.

• Must be based out of Texas or Oklahoma
• O&G experience in the upstream and/or midstream markets
• Expertise in running a full-cycle sales desk successfully and independently
• Superior listening skills and the ability to build rapport quickly
• Ability to thrive in a fast-paced startup environment
• A culture enhancer with a team-focused mentality that welcomes collaboration in the design and execution of highly targeted sales strategies

• Technical experience with a preference for a field-level engineering background
• High-level contacts throughout the O&G industry
• Experience with highly strategic, consultative selling
• Knowledge of the methane industry and current trends
• Knowledge of or experience with Level 3 Selling 
• Successful background in selling to large O&G organizations OR inside sales within an O&G company

Life at Insight M

A few important facts about working at Insight M:

- We provide health, dental, and vision insurance, including subsidized coverage for dependents, with HSA and FSA options. We have a 401K, short-term and long-term disability, life insurance, an Employee Assistance Program, and more perks.

- We think death-march hours are a bad way to run a company. We expect something approximating a 40-hour workweek, but mostly we just care that your work gets done. No, really. (Full disclosure: we occasionally put in some extra hours during crunch periods, but that is the exception, not the norm).

- We do not track vacation time, nor do we have set hours to be in the office. Instead, we encourage taking real vacations, mental health days, leaving early to pick up the kids, working from home, time-shifting commutes, staying home when you're sick, ducking out to the gym - we believe work time should be flexible.

- Aside from hardware and flight operations, and some go-to-market roles, we have transitioned to 100% remote work and plan to continue having remote positions in perpetuity.

(We love it when kids make a cameo in a video call.)

Insight M is an equal-opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Insight M makes hiring decisions based solely on qualifications, merit, and business needs at the time.