About the company
SPH Engineering is a global provider of UAV software solutions, integration services, consulting, and custom development to expand drone applications.
Responsibilities
- Grow an established segment: Own and expand SPH's existing base of university and research-agency customers; identify upsell/cross-sell opportunities across our product portfolio
- New account acquisition: Identify and prioritize new target universities, research labs, and government research agencies (geophysics, remote sensing, geomatics, environmental science, UAS/robotics programs)
- Relationship management: Build and maintain relationships with faculty, lab directors, procurement offices, and research consortia; represent SPH at academic conferences, symposia, and research events
- Sales execution: Manage the full sales cycle (demos, quoting, tender/grant-cycle-aware negotiation, closing) with fluency in academic procurement processes (tenders, framework agreements, grant funding timelines)
- Curriculum & training program: Design and launch a course/certification program for students on SPH's technologies, partnering with product and training teams on structure, delivery format, and certification
- Partnership building: Develop relationships for co-branded content, guest lectures, internships, and joint research/pilot programs
- Pipeline & reporting: Maintain accurate CRM records, forecast segment revenue, and track adoption metrics for both sales and the training program
Requirements
- Proven track record selling to universities and/or research institutions is required. Candidates should be able to demonstrate specific deals closed, quota attainment, or account growth within this segment
- Existing personal network within university research departments, procurement offices, or research funding bodies
- 3+ years in B2B sales or business development, ideally with geospatial, UAS/drone, geophysical, or survey/scientific instrumentation products
- Deep familiarity with academic/institutional procurement (tenders, grants, framework contracts, university purchasing cycles)
- Comfortable designing training content or curricula, or working closely with technical trainers to build one
- Excellent written and verbal communication in English
Nice to Have
- Additional languages (Spanish, German, French) is a plus given SPH's international partner base
- Background in geophysics, remote sensing, geomatics, or a related academic discipline
Conditions
- Remote or hybrid (offices in Latvia, Serbia, Hungary)
- Influence on strategy and idea testing
- Direct communication with the COO and team
- Medical insurance after the 3-month probation period