Job Overview: This role works with our partner to land new Team and Enterprise Plan customers, by partnering with prospects to co-design a proposition for how Optimal Workshop could add meaningful impact to their research practices.
This role will identify and progress leads (both inbound and outbound) to qualify and progress sales opportunities with prospects who fit our target market. They will regularly maintain forecasts, lead commercial and legal negotiations with support from legal counsel, and foster smooth handovers to Customer Success with an eye on enabling long-term value.
They understand the B2B SaaS customer lifecycle, inject thought leadership into customer relationships, and deliver world-class customer experiences through collaboration with Rev Team colleagues in Customer Success, Product Coaching, Frontline Support, Revenue Operations and Marketing.
Responsibilities and Duties:
Convert Leads
- Qualify inbound leads by making fast contact and following up.
- Research qualified leads to underpin thoughtful Discovery, in order to uncover critical pain points, potential objections and overall scale of opportunity.
- Showcase key aspects of Optimal Workshop, tailored to prospects’ needs by showing how we can better address the specific research challenges you uncover in their organization.
- Agree pricing and commercial terms, while delivering on overall procurement requirements, such as security reviews and vendor setup processes.
Perform outreach to existing and prospective customers to develop leads
- Prospect existing ICP solo users and monthly teams to consider upgrading or consolidating into larger teams.
- Outreach to prospective customers, including customer referrals Marketing-qualified leads, to open dialogs that result in sales-qualified leads.
- Communicate with heart, in a way that embodies Optimal Workshop’s core values.
CRM and Commercial Hygiene
- Ensure Customer Relationship Management (CRM) and associated systems are regularly maintained with customer contacts, email records, revenue forecasts, opportunity progress and customer agreements.
Legal and Commercial Leadership
- Review and negotiate customer agreements.
- Lead customers' commercial and legal negotiations with support from Optimal Workshop’s legal counsel and other staff members with higher authority.
Squad and Faculty Success
- Actively contribute to the achievement of your squad’s goals, from pre sales to customer engagement, to improved systems and processes.
- Actively contribute to the improvement of the Sales Faculty and its practices.
What success looks like
- Maximizing quarterly and annual revenue generated by signing up new Team and Enterprise customers.
- High average deal size for new customer sign-ups.
- High number of additional logos won, and retained for over 12 months, across your Faculty.
- High customer retention rates across your squad.
- High employee engagement across your squad and Faculty.
Skills
- High quality B2B Sales skills, including prospecting, outreach, qualification, discovery, and delivery of product demonstrations.
- Confident with leading commercial tasks and responsibilities, including legal agreement reviews, procurement processes and revenue forecasting.
- Thought-leading and consultative with prospective customers, especially stakeholders who influence buying and adoption.
- Excellent problem solving skills, especially pertaining to enabling a high quality customer journey and customer advocacy.
- Demonstrated ability to work across multiple stakeholders with different priorities.
- Able to thrive when working remotely in a fast-scaling organization.
- Capability to absorb a core understanding of Information Architecture, User Experience (UX) Research and what makes a UX-mature organization.
People and Culture
- Demonstrates a growth mindset and is committed to continual self-improvement, with a focus on growth and performance.
- Engages as needed in the scoping, recruitment and onboarding of new team members.
- Demonstrates commitment to cross squad and team communication, collaboration and connectivity.
- Upholds the principles of and models the behaviors of The Optimal Way championing the Optimal Workshop culture and living and breathing our values:
- Approachable - We’re here when you need us and love a silly question. We give people the tools and knowledge they need to get stuff done and grow. We’re exclusively inclusive because we care!
- Bold - We’re not afraid to do things differently and make a few mistakes along the way. We take ownership of opportunities and find the courage to forge a better path.
- Curious - We’re insatiably curious, just like our customers. We prove hunches with data and follow our instincts. We put people at the heart of everything we do.
Experience:
- Minimum of 5-7 years of experience in B2B sales, preferably in SaaS or technology-related industries.
- Proven track record of successfully converting leads, negotiating commercial agreements, and meeting sales targets.
- Experience in leading commercial tasks, including legal agreement reviews, procurement processes, and revenue forecasting.
Specific Skills:
- Strong B2B sales skills including prospecting, outreach, qualification, discovery, and delivery of product demonstrations.
- Excellent problem-solving skills with a focus on enhancing the customer journey and advocacy.
- Ability to work effectively with multiple stakeholders with differing priorities.
- Familiarity with CRM systems and maintaining accurate records.
- Capability to absorb and understand concepts related to Information Architecture and User Experience (UX) Research.
Certifications:
- Any relevant certifications in sales, negotiation, or customer relationship management would be beneficial.
Additional Attributes:
- Thought-leading and consultative approach with prospective customers, especially stakeholders who influence buying and adoption.
- Ability to thrive when working remotely in a fast-scaling organization.
- Demonstrates a growth mindset and commitment to continual self-improvement.
- Strong communication, collaboration, and leadership skills.
- Alignment with Optimal Workshop's core values: Approachable, Bold, and Curious.
