Purpose of the role
This role is to be our global AI marketing operating system, Orbital's, most senior commercial presence in the region. You will develop, maintain and execute the full arc of revenue growth; from implementing how we go to market, to closing the deals, to expanding existing accounts, while championing Orbital with every customer and internal stakeholder you touch.
Responsibilities
Commercialization & Go-to-Market Execution
• Input and execute Orbital's regional commercialization strategy, tailoring the global playbook to the nuances of the US market, buying behaviors, and regulatory environments.
• Identify and prioritize the highest-value verticals, segments, and geographies for entry and expansion across the region.
• Develop commercially viable pricing and packaging models appropriate to each market, in partnership with US management, legal and finance.
• Mange and implement go-to-market processes and sales playbooks from the ground up; prospecting frameworks, pitch decks, demo flows, objection-handling guides, and proposal templates.
• Work closely with marketing to ensure regional campaigns, content, and positioning are aligned with commercial priorities and resonate with US buyers.
New Business Development
• Proactively source, qualify, and close new accounts across the US, building a healthy pipeline from a combination of outbound effort, network activation, and inbound conversion.
• Manage commercial negotiations, structuring deals that balance customer value with sustainable commercial terms.
• Represent Orbital at events to build brand presence and generate demand across the region.
• Cultivate and leverage your existing network to accelerate entry into priority markets and strategic accounts.
Sales Strategy & Revenue Ownership
• Own the US revenue number - quarterly and annual.
• Build and maintain a rigorous pipeline management discipline: accurate forecasting, stage-by-stage tracking, and consistent CRM hygiene.
• Report pipeline health and commercial performance to leadership on a regular cadence, providing clear and honest assessments.
• Identify and resolve commercial blockers and escalate with proposed solutions.
Internal & External Orbital Champion
• Driving internal awareness and adoption of Orbital across TEAM LEWIS.
• Educating regional teams on Orbital capabilities, use cases and commercial positioning.
• Supporting client teams on strategic opportunities and major pitches.
• Leading internal demonstrations, enablement sessions and knowledge sharing.
• Creating excitement and momentum around AI across the organization.
• Sharing success stories, case studies and best practices across markets.
• Acting as the primary commercial spokesperson for Orbital within the region.
Partnerships & Ecosystem Development
• Negotiate and manage partner agreements, ensuring mutual accountability and commercial alignment.
• Build and maintain a healthy partner ecosystem that contributes meaningfully to pipeline and revenue over time.
• Representing TEAM LEWIS and Orbital at industry conferences, executive forums and client events.
• Speaking on panels, delivering keynote presentations and participating in thought leadership discussions.
• Building and maintaining a strong professional profile across industry networks and social platforms, positioning both the individual and Orbital as trusted voices in AI.
• Developing and nurturing relationships with senior industry leaders, technology partners, analysts, media and innovation communities.
• Creating and amplifying thought leadership through LinkedIn, articles, podcasts, webinars and other digital channels.
• Identifying opportunities for awards, speaking engagements and strategic partnerships that enhance Orbital's visibility and market credibility.
• Staying closely connected to emerging AI trends, competitor activity and the broader innovation ecosystem, bringing actionable insights back into the business.
Customer Success & Account Expansion
• Own the commercial relationship with key accounts leads post-sale, working alongside Customer Success to ensure high adoption, satisfaction, and retention.
• Drive upsell and expansion motions within existing accounts, identifying opportunities to grow Orbital's footprint and deliver greater value.
• Build executive-level relationships with senior stakeholders at strategic customers to anchor Orbital as a long-term strategic partner.
Team Building & Commercial Leadership
• Foster a high-performance, customer-obsessed commercial culture grounded in rigour, accountability, and continuous learning.
• Set clear expectations, performance benchmarks, and development paths for direct reports.
Market Intelligence & Competitive Leadership
• Maintain a sharp understanding of competitive dynamics, emerging alternatives, and market positioning across Orbital's key US markets.
• Monitor regulatory trends, data-localization requirements, and enterprise AI procurement behaviours that affect how Orbital sells in the region.
• Surface timely intelligence to Product, Marketing, and leadership to inform roadmap, positioning, and pricing decisions.
This job description is not intended to be an exhaustive list of the responsibilities for this role. Other responsibilities may be added from time to time.
The expected salary range for this position is between $150K - $190K. Base annual salary is determined by factors such as location, experience, and expertise.
