Marker.io · Jun 4th 2019
Headquarters: Brussels, Belgium URL: https://marker.ioDESCRIPTION
As an Account Executive, you will be responsible for helping new leads evaluate how Marker.io can help them solve their business challenges.
We’re seeking someone with sales experience, ideally from a SaaS background, to join our new sales team. So far, all our sales efforts have been done by our founders, and we are looking for someone that will help improve our processes and effectiveness.
We approach sales from an educational mindset, and pride ourselves on being product-experts, so we can help customers solve their problems. We believe that the best way to sell is by “helping”, not “selling”.
You should have an understanding of the evolution of SaaS sales (self-service free trial) and be able to apply that to building a sales pipeline that drives successful onboarding during trials, and closes the ideal leads. The majority of leads come from various inbound channels such as SEO, content marketing, guest blogging, partnerships and marketplaces.
You’ll be responsible for qualifying and closing inbound 14-day free trial sign-ups into successful Marker.io customers. You’ll spend a lot of time talking with leads and getting to know our ideal customers. A typical day-in-the-life would be answering incoming sales and emails, scheduling and hosting demos and converting prospects into customers (a full-stack sales process).
You will work closely with the Product team to report customer insights and help improve our onboarding experience which helps leads convert. You will also work closely with Marketing to help define and prioritize the best lead generation initiatives to attract more of our ideal customers into our pipeline.
While we accept both on-site and remote candidates for this role, we require that remote candidates be located in Europe or on the Eastern coast of America. We accept a maximum of 6-hour difference with our headquarters in Brussels, Belgium.
What you’ll do
Call qualified leads shortly after they sign up to our free trial and qualify them based on our ideal customer profile.
Schedule and perform product demos and present webinars for both prospects and customers.
Help leads and customers get properly set up with Marker.io to ensure that they can be successful using the product.
Answer inbound sales related questions from leads and customers via chat, emails, and phone.
Follow up with prospects during and beyond the trial period.
Be able to identify “nice-to-have” from “deal-breaker” features during customer calls and be creative suggesting product workarounds.
Develop a deep understanding of our product to help leads and customers find a solution to their problems.
Share and document insights with the product team based on customer feedback and help improve onboarding experience
Partner with Marketing to create and drive new lead generation campaigns.
Create customer facing content (such as helpdesk articles, screencast, ..) that can easily be shared with leads and customers to help them evaluate and set up their account properly
Keep CRM up do date to reflect the real situation of our opportunities in our Sales pipeline.
Able to think strategically and propose ways to scale our sales efforts when possible, while still keeping our approach personal and educational.
Report on key activity and performance metrics such as # of calls made, # of demos delivered, # of leads qualified, # of new customers and $ amount of new MRR add each month.
Our team is composed of 5 people, with backgrounds ranging from Marketing, Product Management, Front-end dev, Back-end dev all the way to DevOps architect. We also have the chance to have an awesome advisor who is David Darmain, the CEO of HotJar, a massively successful startup in the feedback and analytics space.