• Type: Direct Hire
  • Job #59

Our client is an artificial intelligence company creating the world’s leading algorithms to help better understand and predict consumer behavior. Founded in 2017 by AI researchers and Google X founder, the company’s mission is to allow every consumer-facing business to deploy the best recommendation engines in a few clicks. The team is currently based in San Francisco and Paris with more offices to come!

Job Description

Our client is looking for an ambitious and energetic Head of Sales / BD to help us build and activate our business model. You will lead the sales organization and will be dedicated to creating and applying an effective sales and business strategy. The goal is to drive the go-to-market motion by boosting sales, creating sustainable financial growth, and forging solid relationships with clients while having an acute understanding of our clients technology, capabilities, and products.

What you’ll be doing

  • Develop and execute our go to market motion in new markets and exceed customer’s needs
  • Engage with prospective clients
  • Promote the company’s products/services addressing or predicting clients’ objectives
  • Develop new sales areas and improving sales through various, bold and innovative methods
  • Build out the sales tech stack with leading SaaS products.
  • Provide trustworthy feedback and after-sales support
  • Build long-term relationships with new and existing customers
  • Develop entry-level staff into valuable salespeople
  • Maintain a solid understanding of the technology, products, and services and innovating new ways to serve businesses
  • Attend conferences, meetings, and industry events
  • Develop goals for the development team and business growth and ensuring they are met

What you should have

  • 7+ years of experience in sales, marketing, and business development in B2B SaaS
  • B2B API / SaaS / eCommerce Market knowledge
  • Exceptional communication and presentation skills, and ability to express technical and nontechnical concepts clearly
  • and concisely.
  • Expert understanding of service and product, and ability to innovate new ways the product can serve customers
  • Ability to flourish with minimal guidance, be proactive, and handle uncertainty
  • Innate drive to succeed and take initiative
  • Ability to manage complex projects and multi-task
  • Strong organizational talents and ability to work under pressure and in new environments

SaaS Skills:

  • SaaS background with a deep understanding of the entire funnel from (ICP to CS)
  • Deep understanding of KPIs associated with a successful Saas business, everything from net retention to ARR
  • cohort analysis
  • Experience building the classic SaaS sales teams: SDRs, BDRs, CS specialists.
  • Experience in implementing and utilizing a modern sales tech stack, i.e., Hubspot/SFDC, Gong, Outreach,
  • Zoominfo, etc

Leadership Skills:

  • Ability to attract and lead top-performing sales and CS team.
  • Willingness to roll up their sleeves, do the work, and set the pace across key cross-functional partners from
  • Engineering to Marketing.
  • Executive presence with the ability to make tough calls.
  • Complete comfort with ambiguity and experimentation.
  • Customer Experience:
  • Comfortable working with the largest enterprises in the world while scaling a mid-market business
  • Type: Direct Hire
  • Job #58

Strategic Named Account Manager – Remote

As a cyber security innovator, our client is #1 in Mobile Application Security Testing (MAST). They literally wrote the book on mobile app forensics and testing. They craft the industry’s most advanced appsec technology and deliver expert appsec services so their customers can protect their own business, their employees and their customers from risky and insecure mobile apps. Our clients customers include the world’s largest banks, government agencies, and top brands that run on mobile. They are a dynamic team of advanced security researchers, software engineers, services experts, sales professionals, marketing gurus and financial managers that are looking for inspired, entrepreneurial and hard driving new team members to join them on our mission!

Our client has an exciting opportunity for a Named Account Manager to join the Sales team. They're looking for a results driven individual with strong solutions sales & business development experience who is truly passionate about technology. This is the opportunity to hit a hot, fast-growing market with a disruptive & best in class technology.

Responsibilities: I want to and can do that!

  • Drive and Manage the complete sales cycle to ensure successful achievement of revenue targets within your assigned territory
  • Manage a portfolio of enterprise end user leads generated through prospecting calls and marketing sources
  • Generate revenue and bookings for software licenses, support contracts and integration services sufficient to meet or exceed annual targets
  • Develop and execute account strategies to maximize win rate
  • Manage complex, multiple influence sales opportunities ensuring buy-in from all customers’ stake holders
  • Work with technical resources to effectively position enterprise solutions to customers’ technical evaluation teams
  • Coordinate the development of comprehensive proposals both unsolicited and in response to customer RFIs and RFPs
  • Document and track all activity through web-based Salesforce automation tools including detailed activity reports, setting tasks for follow-up, lead tracking and probability statistics
  • Maintain sufficient knowledge and understanding of the market in which we compete and potential impacts of new and competing technologies
  • Provide support to cross-functional teams as needed (networking events, trade-shows, demonstrations and sales calls)

Requirements: I’ve already done that or have that!

  • Bachelor degree in Business Administration / Technical Related Field or equivalent combination of education and experience
  • Proven success in a new business oriented sales environment with a track record of consistent sales quota over-achievement
  • Proven ability to sell to top-level executives in customer environments.
  • Previous solution sales B2B experience, ideally gained within the software and services industry
  • Proven ability to successfully present the value proposition and differentiators of solutions to influence individuals and groups at all levels
  • Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
  • Knowledge of computer networking, security and mobile device platforms are highly desirable
  • Knowledge of mobile app security, appsec and keen interest in technology and cybersecurity industry important to the success of the candidate
  • Travel required up to 30-40% based on business demands
  • Last but not least: a sense of humor, positive “can-do” attitude, and fun to work with

DO YOU WANT TO LOVE WHERE YOU WORK?

  • Amazing Tech: Our client delivers the most advanced mobile app security technology on the planet designed by the world’s most advanced security researchers and top engineering talent.
  • Top Customers: The world’s ‘choosiest’ and most skilled security teams depend on our client for our expert products and services.
  • Great Team: Smart, driven people powered by craftsmanship, leadership and teamwork at the core.
  • Get Things Done: Our client moves fast and with purpose to ensure their customers are always protected on mobile.
  • Benefits: Full-time employees can participate in the health insurance plans, retirement, and more.

What they offer:

  • Competitive Salary and incentive pay
  • Equity
  • Comprehensive Medical/Dental/Vision coverage
  • Flexible spending accounts for Medical, Childcare and Transportation
  • Company paid STD, LTD and Life
  • 401K Plan with Company Match
  • Unlimited PTO
  • Maternity and Paternity Leave
  • Location: Morrisville, North Carolina
  • Type: Direct Hire
  • Job #57

Do you want to kickstart your sales career in one of the most relevant industries? Our client is a software leader in an industry that is predicted to grow by 400 billion dollars over the next 10 years! Their products help organizations solve some of the biggest challenges today… protection and management of data. Essentially as organizations’ data grows the need for our client grows. They are a rapidly expanding organization that is looking to hire collaborative individuals that are smart, driven, and have an interest in becoming experts in the cyber security space!

The Territory Development Representative (TDR) is the critical first point of contact. In this role, you will work with prospective customers to identify sales opportunities in your assigned territory and work in partnership with the Sales Representatives to drive future revenues.

To position you well to earn uncapped commissions in this role, our client invest in your knowledge through a comprehensive training program. They pride ourselves on a culture that primarily promotes from within and the TDR position is your start to a strong career.

Responsibilities

  • Learn the sales process and understand our clients core products in order to effectively sell to prospective customers.
  • Identify decision makers amongst the targeted leads in order to start the sales process.
  • Present and pitch products and services to potential customers through a high volume of phone calls and email campaigns.
  • Follow up on leads and referrals resulting from field activity, the Marketing team, Channel Partners, and individual prospecting.
  • Partner with your Account Managers to determine a strategic sales approach and monitoring crucial sales activities including cold calling, booking meetings, and prospecting.
  • Maintain accurate account information and activity detail in SalesForce (CRM).

 

Requirements

  • Bachelor’s Degree from a four-year College/University OR 1+ years of business-to-business sales experience/training OR equivalent combination to education and experience.
  • Exceptional verbal and written communication skills.
  • Outstanding phone skills and ability to handle a high volume of calls per day.
  • Ability to work collaboratively and effectively in a team-oriented environment.
  • Ability to influence, negotiate, and gain commitment at all organizational levels.
  • Ability to work in a fast-paced, self-directed, and entrepreneurial environment.
  • Strong decision-making, problem resolution, and creative thinking skills.
  • Personal drive and internal motivation towards high achievement.
  • Sense of humor.

 

Training Program

  • As an incoming TDR, you will be provided with exceptional education and training around Varonis products, value proposition, and industry. During training you will learn how to convey value of Varonis products the top positions within the cyber security industry. You will be required to pass certifications as part of the training program.

 

Our Culture
Our clients offices (when safe to fully return), provide their teams with a collaborative working environment, along with free food, a game room, and various social events. In addition, through their giving back programs, their employees have helped hundreds of people in surrounding communities! They allow our employees to donate time and resources where they are the most passionate, by investing in causes that have a positive social impact.

  • Location: Raleigh, North Carolina
  • Type: Direct Hire
  • Job #56

Our clients Sales Development Representatives (SDRs) are an integral part of the Revenue Organization and are responsible for qualifying leads at the initial stages in the sales funnel and successfully booking calls for Account Executives.  SDRs research potential clients, connect with and educate prospects and qualify leads before passing them on to the Account Executive team.  Outbound reps are responsible for researching and prospecting into target customers, identifying needs, introducing our client, and generating an evergreen pipeline of prospects and accounts. This is the perfect role for someone who thrives in a dynamic team, is curious and passionate, and is a self motivated, driven individual looking to build the foundation for their SaaS B2B sales career!

WHAT YOU’LL DO

  • Prospecting 

    Cold Calls/Email Sequences 

    Data And Quota Management

    Lead Qualification 

    • Focus Area
    • Research prospect contact information and curate creative techniques to get in touch with them
    • Diligently nurture and qualify leads from various channels including MQLs and outreach efforts
    • Prospect into warm and cold accounts that are not engaged in an evaluation
    • This should be guided by an Account Based Marketing strategy in conjunction with your AE Assist and host in-office industry events such as conferences, dinners, meet-ups and webinars
    • Focus Area
    • Drive our clients revenue and growth through emails, phone-calls with a focus on setting  appointments for your Account ExecutivesSchedule and conduct qualification calls with target accounts ranging from Fortune 1000 to mid market companies, by building relationships with C-Level execs, VPs and Directors
    • Focus Area
    • Hold yourself accountable for meeting and exceeding quotas by being a master at understanding our product and also know how to sell it successfully
    • Work closely with Sales & Marketing on various projects that are in support of the entire SDR team
    • Be determined and diligent: Conduct high volume outbound call and email campaigns into target accounts until meetings are set and opportunities are created
    • Hit and/or exceed weekly quota to ensure territory revenue objectives are met, contributing to the continued rapid growth of our client
    • Participate in regular training & informational sessions including shadowing Account Executives on demos, and learning the ins and outs of software tools like Salesforce.com, Outreach.io, Zoom Info,Zoom.us, and Linkedin Sales Navigator
    • Focus Area
    • Educate prospects on the value of our client continual performance management solution

WHAT YOU’LL BRING

    • Bachelor's degree or relevant experience
    • Experience in selling software solutions is a HUGE plus
    • Experience with Salesforce and Salesforce integrated products
    • Passion for helping companies become a source of inspiration and growth for their employees
    • Strong written and verbal communication skills
    • You are highly motivated, confident, tenacious and a self starter
    • Excited to be a part of an early-stage, high-growth startup and the opportunity to accelerate your career development
    • Ability to thrive in a fast-paced, high-growth, rapidly changing environment
    • Willing to master the our clients product and be a resource and coach for prospects
    • Demonstrated coachability, curiosity, and motivation
    • Willing to take risks while also effectively collaborating with a dynamic team

WHO YOU ARE

    • Strong collaborator that prioritizes building trusting relationships with key stakeholders
    • Passionate about being extraordinary in both your work life and personal life
    • Have a strong reputation for accountability and reliability
    • Effectively articulate ideas and strategy
    • Able to easily switch between strategic and tactical thinking
    • Comfortable in a fluid environment with a high tolerance for ambiguity and change
    • Growth-minded and open to coaching and mentorship
    • Open to vulnerability
    • Curious and committed to innovation, continuous learning, and growth 
    • Self-motivated, self-responsible, and self-accountable

DESIRED IMPACT BY 3 MONTHS

    • Complete new-hire onboarding and job-specific training for the SDR role Identify needs for your team and role and build our your OKRs for the quarter, including your self-development objective 
    • Create a list at least 100 accounts with an average of 5 prospects each in your Outreach queue that you’re actively contacting
    • Consistently maintain or exceed an average of 50 calls/50 emails per working day
    • Consistently schedule at least 15 discovery appointments for the AE team with no less than 8 being qualified by the AE team per month
    • Pass cold call exercise with Sales Leadership  
    • Consistently be present in office (or remote where applicable) and hold working hours between the hours of 8:30am to 5:30pm (local time) to reach prospects during their working hours and to participate in real time training and coaching

DESIRED IMPACT BY 6 MONTHS

    • Consistently exceed an average of 50 calls/50 emails per working dayKeep up with call/email activity and have no more than 200 past due tasks at any given time
    • Consistently schedule at least 15 discovery appointments for the AE team with no less than 8 being qualified by the AE team
    • Maintain a list of at least 150 accounts with an average of 5 prospects each in your Outreach queue that you’re actively contacting
    • Work a list of named strategic accounts with an assigned AE counterpart
    • Miss quota for no more than 1 month out of any 3 month rolling period

DESIRED IMPACT BY 12 MONTHS

    • Consistently exceed an average of 50 calls/50 emails per working day 
    • Keep up with call/email activity and have no more than 200 past due tasks at any given time
    • Maintain a list at least 150 accounts with an average of 10 prospects each in your Outreach queue that you’re actively contacting
    • Work a list of named strategic accounts with an assigned AE counterpartConsistently schedule at least 18 discovery appointments for the AE team with no less than 10 being qualified by the AE team
    • Miss quota for no more than 1 month out of any 3 month rolling period
    • Shadowing AE discovery/demo calls
    • Regularly attend AE trainings
    • Based on achievement of rolling quota and role availability, you should be eligible to interview for other roles within RevOrg

SAMPLE WEEK IN THE LIFE

    • Monday: internal boost/rev org meetings, prospecting, following up on emails/tasks, team standups, qualification calls 
    • Tuesday: prospecting, cold calling, email sequencing, team trainings, qualification calls 
    • Wednesday: company wide boost call, prospecting, cold calling, email sequences maintenance, qualification calls 
    • Thursday: prospecting, cold calling, email sequences maintenance, qualification calls 
    • Friday: company wide boost call, prospecting, cold calling, email sequences maintenance, qualification calls, team trainings

ABOUT OUR CLIENT

Our client is a people and performance platform that instantly upgrades each and every manager. It works by combining employee engagement, continuous performance management, and manager effectiveness software with education, services, and community. At the heart of their approach is Best-Self Management, an evidence-inspired strategy for cultivating world-class managers and transforming organizations by unlocking every employee’s potential. With their holistic solution, CEOs, HR leaders, and managers create highly-engaged, high-performing organizations.  

They work with over 2,000 forward-thinking companies that use their solution to bring out the best in their people, including big brand names like Credit Karma, WP Engine, Adobe, and Fitbit. Our client is backed by Next 47, Origin Ventures, Point Nine Capital, and Matrix Partners. Its headquarters are based in San Francisco, with offices in New York and Raleigh, NC. The company is working 100% remotely during the COVID-19 pandemic.

They’re excited to continue building out a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. To support their people, our client believes in flexible working arrangements, non-gendered Parental Leave, Flexible Time Off, Sick Time Off and extensive training and development including but not limited to Diversity, Equity & Inclusion, Best-Self Management, strengths discovery and alignment and Manager specific development opportunities.

  • Type: Direct Hire
  • Job #55

The Account Manager is responsible for selling and presenting our clients products and services to current and net-new prospective enterprise accounts.

The Enterprise AM will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.

 

Responsibilities

  • Prospect and identify key decision makers within the targeted leads.
  • Present and sell our clients products and services to current and potential clients.
  • Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.
  • Uphold sales activities which includes prospecting, cold calling, booking appointments, performing demos, and creating proposals.
  • Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.
  • Partner with Sales Managers and Channel Managers to determine a strategic sales approach.
  • Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.
  • Support the reseller communication channel throughout the sales process.
  • Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).
  • Participate in marketing events such as seminars and trade shows when necessary.
  • Percent of travel varies by territory.

 

Requirements

  • Bachelor’s Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training OR equivalent combination of education and experience.
  • Technology industry experience preferred.
  • Microsoft Dynamics and Microsoft Outlook skills preferred.
  • Prior experience selling security software products through use of channel partners.
  • Strong communication and presentation skills.
  • Healthy list of pre-established and prospective contacts in given territory.
  • Willingness to learn technical aspects of selling the clients product.

 

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

  • Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.
  • Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.
  • Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency and prioritization is critical to success.
  • Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.
  • Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.
  • Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.
  • Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.
  • Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
  • Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.
  • Location: Morrisville, North Carolina
  • Type: Direct Hire
  • Job #48

Commercial Account Manager

Our client is a pioneer in data security and analytics where they focus on protecting enterprise data on premises and in the cloud: sensitive files and emails; confidential customer, patient and employee data; financial records; strategic and product plans; and other intellectual property.

Their goal is to protect companies most sensitive information from insider threats and cyberattacks. They do this by allowing organizations to analyze, secure, manage, and migrate their volumes of unstructured data.

The Commercial Account Manager is responsible for selling and presenting our clients products and services to current and net-new prospective enterprise accounts.

The Commercial Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.

Responsibilities

  • Prospect and identify key decision makers within the targeted leads.

  • Present and sell our clients SW products and services to current and potential clients.

  • Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.

  • Uphold sales activities which include prospecting, cold calling, booking appointments, performing demos, and creating proposals.

  • Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.

  • Partner with Sales Managers and Channel Managers to determine a strategic sales approach.

  • Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.

  • Support the reseller communication channel throughout the sales process.

  • Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).

  • Participate in marketing events such as seminars and trade shows when necessary.

  • Percent of travel varies by territory.

Requirements

  • Bachelor’s Degree from a four-year College/University OR 2 – 3 years of business-to-business sales experience/training OR the equivalent combination of education and experience.

  • Technology industry experience preferred.

  • Microsoft Dynamics and Microsoft Outlook skills preferred.

  • Prior experience selling security software products through the use of channel partners.

  • Strong communication and presentation skills.

  • A healthy list of pre-established and prospective contacts in a given territory.

  • Willingness to learn technical aspects of selling our clients SW product.

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

  • Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.

  • Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.

  • Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency and prioritization is critical to success.

  • Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.

  • Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.

  • Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.

  • Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.

  • Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.

  • Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.