Orca AI

• Own the end-to-end sales cycle for major government and defense contracts. • Identify and penetrate new market segments within the DoD and federal government. • Build and manage strategic relationships that lead directly to revenue and mission success. • Translate complex government requirements into actionable product feedback for our engineering and product teams.

• Consistently achieve qualified opportunity quotas. • Interact with prospects through direct phone calls, emails, and social media. • Market-mapping and organization-mapping to identify potential new clients. • Qualify inbound leads as sales opportunities. • Develop templates for direct outreach and content marketing approaches. • Develop and build close long-term relationships with prospects and customers until they convert to qualified opportunities. • Stay informed about new products, services, and other general information of interest to customers through successful completion of training and self-study. • Engage with established new business prospects for the Sales team within the Global mid/large/enterprise markets. • Work in close collaboration with the Sales team to generate new opportunities.

• Own the end-to-end customer lifecycle for a portfolio of enterprise accounts, including onboarding, adoption, value realization, renewal, and expansion • Build and maintain strong, executive-level relationships with key stakeholders, acting as a strategic partner and trusted advisor • Develop and execute account strategies that align customer goals with business outcomes and measurable ROI • Lead onboarding and implementation processes in collaboration with cross-functional teams, ensuring smooth and timely deployments • Drive product adoption and usage through data-driven insights, success plans, and proactive engagement • Conduct regular business reviews (QBRs/EBRs) with senior stakeholders, presenting value, insights, and growth opportunities • Identify and mitigate risks to customer satisfaction and retention, proactively addressing challenges before escalation • Partner closely with Sales, Product, and Engineering to advocate for customer needs and influence product direction • Identify and drive upsell and cross-sell opportunities, contributing directly to revenue growth • Serve as the voice of the customer internally, providing actionable feedback to improve product and customer experience • Contribute to team best practices and support the development of customer success processes

• Personally author and manage the technical dossiers for Product Design Assessments (PDA) and Type Approvals across DNV, ABS, LR, BV, and ClassNK. • Facilitate and document FMEA, HAZID, and HAZOP workshops, turning raw engineering data into structured, defensible safety arguments. • Work deep within the product cycle to map SOLAS, COLREG, and IACS UR E27 requirements into specific design specs and JIRA tickets. • Hands-on collection and analysis of sea-trial data to build "equivalent safety" cases for AI-driven systems. • Maintain the "Live" certification state of our fleet, ensuring every software release stays within the "Certified" envelope.

• Own and grow strategic, long-term customer relationships, serving as the primary partner responsible for customer engagement, satisfaction, retention, and renewal success. • Build trusted advisor relationships with customer stakeholders across both vessel and shore-side operations, including decision makers, fleet managers, technical teams, and safety leadership. • Develop a deep understanding of customers’ operational realities, priorities, pain points, and success criteria, and translate these into clear engagement and value plans. • Take a data-driven approach to customer success by analyzing product usage, operational performance, and KPIs to identify risks and opportunities. • Partner with customers to deliver actionable insights and recommendations through data reports, dashboards, and performance reviews, driving measurable outcomes and long-term value realization. • Lead change management efforts to support successful adoption across onboard and office teams, ensuring Orca AI solutions become embedded in daily workflows. • Drive value realization by advising customers on best practices and optimal usage of Orca AI products, including FleetView and broader fleet operations. • Act as the voice of the customer internally, contributing feedback, insights, and customer needs into product discussions and roadmap prioritization. • Partner with Sales and Product teams to identify expansion opportunities, including upsell, cross-sell, and broader fleet rollouts. • Support implementation and onboarding for new customers as needed.

• Lead technical strategy for complex enterprise opportunities • Run advanced discovery sessions with technical and operational stakeholders • Design solution architectures tailored to customer environments • Present and defend solutions to C-Level, VPs, and technical committees • Navigate multi-stakeholder validation cycles (Operations, Finance, IT, Fleet, etc.) • Own the Technical Win: Proactively define and drive Proof of Value (POV) success criteria • Identify and mobilize technical champions • Anticipate and address objections before they surface • Treat technical validation as a competitive battlefield • Ensure seamless handover to Implementation and Customer Success • Translate customer needs into product requirements • Act as a trusted advisor between customers and Product • Contribute field insights to influence roadmap decisions • Build technical assets, demos, and competitive materials when needed • Actively contribute to qualification (pain, impact, technical fit, buying process) • Support structured methodologies such as MEDDPICC • Maintain strong POV documentation and validation plans

• Own MEDDPICC implementation. Implement, enforce, and evolve MEDDPICC across the enterprise sales org. Translate methodology into practical deal qualification, inspection, and forecast discipline. • Build Enterprise-Grade Sales Playbooks. Create and maintain clear, opinionated playbooks covering discovery, value articulation, stakeholder mapping, exec alignment, POVs/POCs, and deal progression for large, complex deals. • Drive Value-Based Selling at Scale. Partner with Value, Product Marketing, and Sales Leadership to embed economic value, ROI thinking, and outcome-led messaging into every stage of the sales cycle. • Design and Run Onboarding, Certifications, Lifetime learning Programs. Build onboarding and ongoing training and certification programs (methodology, discovery, value, exec conversations). • Be Embedded in Real Enterprise Deals. Join live opportunities to coach reps, inspect MEDDPICC rigor, sharpen deal strategy, and accelerate high-stakes enterprise deals.

• Land new customers and meet aggressive sales targets • Create sales plans and quotas in alignment with business objectives • Design, implement and execute strategic sales plan that expands company’s customer base and ensure it’s strong presence • Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs • Constantly expand the pipeline by actively looking for new opportunities and convert them to deals • Present realistic sales and revenue forecasts to the management team

• Partner with customers and Enterprise AEs to build compelling ROI cases • Quantify customer impact and uncover new value drivers through customer interviews • Enable the Sales Team With Clear, Repeatable Value Storytelling