Who We Are
Waft is the arena’s main instrument for groups to plot their time. Introduced in 2012, we’ve grown once a year since, and stay proudly unbiased, self-funded and winning. We’re a staff of fifty operating 100% remotely and also you’ll be partnering with staff participants based totally globally together with Australia, Mexico, Nigeria, Canada, and the United States. Listen what our staff has to mention through surfing our weblog, or studying our Glassdoor opinions. Take a look at what our shoppers recall to mind Waft from our G2 opinions.
We’re on a scale-up adventure, and we’re looking for individuals who thrive on this degree, given the autonomy, and the chance, to do the most productive paintings in their profession.
Why We’re Hiring For This Function
We’re remodeling useful resource control instrument, proudly incomes the highest spot on G2. With over 4,500 of the arena’s main groups, together with Atlassian, Edisen, and Stripe, leveraging Waft to streamline their mission sources and staff time, we’re using a revolution in how companies arrange their most important property: their other folks. Our product’s simplicity and gear have garnered us a devoted buyer base, and now, we’re having a look to scale new heights through supercharging our outbound gross sales efforts.
You’re going to be an Account Government chargeable for the AMER/APAC area (North The usa & Asia Pacific Area).
Unencumber Untapped Doable: As our new Account Government, you are going to be the catalyst for our enlargement in AMER/APAC. This area is brimming with attainable purchasers who aren’t but conscious about how Waft can become their operations. Your undertaking? To spot, interact, and convert those possibilities into dependable shoppers. You’ll be the entrance line of our enlargement technique, opening doorways to new trade alternatives and increasing our footprint in a key marketplace.
Personal Your Luck: We’re looking for a self-starter who prospers on autonomy and will power effects with out depending on inbound leads or a Trade Building Consultant (BDR) staff. You’re going to take complete possession of your gross sales pipeline, from prospecting to ultimate offers. Your skill to independently arrange and execute outbound methods will probably be the most important in producing new trade and using important enlargement.
Force Strategic Expansion: Your focal point will probably be on growing and executing outbound gross sales methods that power important enlargement. Through concentrated on new buyer segments and beginning conversations with high-value possibilities, you are going to construct a pipeline that no longer handiest enhances however surpasses our present inbound efforts. This function is significant for diversifying our lead assets and making sure we’ve a powerful and dynamic gross sales funnel that may climate any marketplace adjustments. As well as, you’ll paintings on a few of our inbound leads ensuring that the ones are served as smartly however no longer trusted.
Innovate and Lead: At Waft, we champion innovation. As an Account Government, you are going to have the autonomy to experiment with state of the art gross sales processes and equipment. Your creativity and insights will without delay form our outbound gross sales ways. We price proactive thinkers who can deliver recent concepts to the desk, optimizing our way and using our good fortune ahead. That is your alternative to go away an enduring have an effect on on our gross sales technique.
Be A part of a Dynamic Crew: Sign up for a staff this is devoted, pushed, and supportive. You’ll paintings along our Director of Gross sales and different gross sales execs who proportion your hobby for excellence. Collaboration is on the middle of our tradition, and your contributions will probably be known and celebrated. In combination, we will be able to push the limits of what’s imaginable and reach exceptional effects.
Our Director of Gross sales, Yonatan, explains the necessary function you are going to play inside of our Gross sales staff. Watch this video!
You’ll be operating asynchronously with a brilliant, devoted staff from around the globe, with a robust focal point on taking advanced issues and growing answers that really feel easy and intuitive for our shoppers.
What You’ll Be Accountable For
As an Account Government, you are going to play a crucial function in using our enlargement and increasing our buyer base in AMER/APAC. Right here’s what you’ll be chargeable for:
Complete Gross sales Cycle Control:
- Arrange possibilities from result in shut (each inbound and outbound)
- Supply well timed and correct forecasts whilst managing a pipeline.
- Obviously articulate and show our worth proposition, growing pleasure and exuberance amongst possibilities.
- Care for a wholesome gross sales pipeline with 3-5X protection, making sure constant deal waft and forecasting accuracy.
- Exceed Quota.
Inbound Gross sales:
- Reply to inbound leads, making sure well timed engagement and thorough qualification. Behavior deep discovery classes to know the possibility’s wishes, ache issues, and objectives.
- Behavior product demonstrations, presenting Waft’s answers in a compelling means, and specializing in how they cope with the particular demanding situations and necessities exposed throughout discovery. Increase technical product wisdom and construct relationships with key stakeholders to make sure a complete gross sales way.
- Arrange the gross sales procedure successfully, cope with objections, and supply important data to facilitate decision-making. Behavior product demos, lend a hand construct a trade case along with your champion, and navigate the approval procedure whilst ultimate each and every deal effectively. Use your sturdy ultimate abilities to near each and every alternative effectively, changing possibilities into shoppers.
- Frequently revisit and re-engage with previous leads, shut misplaced offers to spot new alternatives, and reignite passion in Waft’s answers.
Account Growth:
- Interact with new decision-makers and untapped territories, uncovering and shutting those enlargement alternatives to extend account penetration and general account price.
- Leverage a “land and amplify” technique to systematically develop your buyer base over the years. Get started small, show have an effect on, lend a hand your champions to construct a trade case internally, and interact with the proper stakeholders on the HQ degree to construction an international rollout around the account.
Outbound Prospecting:
- Determine, goal, and interact attainable shoppers inside of Waft’s ICP and lead a complete gross sales movement finish to finish.
- Maximize income enlargement through mining and uncovering untapped alternatives inside of our present buyer base for your area.
Early on, your focal point will probably be:
- Product Wisdom: Temporarily make yourself familiar with the Waft product, making sure you’ll successfully show its options to other audiences.
- Buyer Profile: Perceive our superb buyer profile, their demanding situations, and the way they use Waft to deal with their wishes.
- Interact in Promoting: Get started promoting, experimenting with quite a lot of methods, acting discovery classes, and attractive with attainable purchasers.
- Put into effect Very best Practices: Be informed and make the most of the most productive outbound gross sales methods that experience confirmed a hit at Waft to reach early wins.
Whenever you’re extra established for your function, you are going to:
- Construct your personal gross sales pipeline and persistently overactive for your per 30 days goals whilst preserving a wholesome 3-5X pipeline protection.
- Generate no less than 70% of your personal gross sales pipeline via proactive outbound prospecting, together with chilly calling, emailing, outreach, and networking.
- Roll out outreach projects to prospect ICP inside of your territory.
- Search for alternatives to optimize your gross sales procedure and win fee through the usage of insights from equipment like Gong & your gross sales dashboards.
- Percentage product comments and give a contribution to the voice of the buyer comments to lend a hand beef up our product for present shoppers and the marketplace.
In case you are desirous about the problem of using enlargement in a key marketplace, able to possess your good fortune and make a vital have an effect on, we wish to listen from you. Sign up for us at Waft and be a part of a adventure this is reshaping the way forward for useful resource control!
What You’ll Want To Be A success
Your revel in in exceeding gross sales goals, uncovering new trade alternatives, and looking for tactics to innovate will move far on this function.
We’re assured that have with the next will give a contribution for your good fortune on this function.
- 3+ years of ultimate quota-carrying gross sales revel in inside the B2B SaaS, concentrated on mid-market firms. In particular, operating a complete gross sales cycle from begin to end.
- Unbiased pipeline construction and prospecting having the ability to construct and nurture a 3-5x certified gross sales pipeline with out reliance on inbound leads or a BDR.
- Growing and imposing outbound sequences, and the facility to beginning touch with possibilities via calls and emails.
- Id of enlargement alternatives with a view to harvest enlargement with present purchasers, imposing and working out of marketplace dynamics and compelling trade instances.
- Main technical displays/demos with sturdy product wisdom, and participating with the Product Crew to supply precious comments for product enhancements.
- Familiarity with gross sales equipment like Gong and Hubspot, and leveraging knowledge insights to beef up the gross sales procedure.
- Coaching in gross sales methodologies akin to Sandler, Challenger, SPIN, or MEDDIC.
- Superb written and oral conversation abilities in English. In particular, persuasive conversation to successfully articulate price propositions and affect decision-making.
- Collaboration with cross-functional groups (Buyer Luck, Advertising, and Technical groups) to paintings successfully in a far flung and asynchronous setting.
As a completely far flung staff, we’re in search of any individual pleased with asynchronous conversation because the default, because of this you’ve got earlier far flung revel in and are relaxed the usage of equipment like Slack, Loom, and Linear to keep up a correspondence as wanted. Don’t fear—you are going to have important deep paintings time since we’ve only a few conferences.
Why Sign up for Us
The pay for this function is USD $160,000 OTE (On Goal Profits) with a 50:50 cut up between the bottom wage and the uncapped variable fee. Right here’s a weblog submit with additional information on how we resolve our salaries.
We’re an international async far flung corporate with a various staff of other folks from far and wide the arena who proportion a not unusual trust in dwelling our highest paintings lifestyles. We imagine deeply within the concept of transparency and proportion our Waft Guide publicly so attainable new staff participants can see first hand our perks & advantages in addition to our tactics of operating. If you’re feeling like you’ll thrive at Waft to do your highest paintings, we would like to listen to from you.
Hiring Procedure For This Function
You’ll in finding a large number of helpful details about our interview procedure and what it’s like to enroll in our world staff at the Waft careers web page. The hiring procedure for this function seems like this:
- Preliminary First Meet (15 min): You can meet with our Ability Supervisor, Julia Fulton, to speak about your passion within the function and evaluation your questions on operating at Waft.
- Supervisor Interview (60 min): You’ll meet with Yonatan, Director of Gross sales, to speak about the way you way managing the gross sales cycle and dive into your gross sales revel in and idea procedure. On this interview, you are going to additionally run a ridicule discovery consultation with Yonatan, Director of Gross sales, and show the way you determine the possibility’s present scenario and explicit demanding situations, making sure you accumulate all important background data to qualify and development this deal ahead whilst highlighting how Waft can cope with those problems.
- Co-Employee Interview (30 min): You’ll meet with Dan, Account Government, to dive deeper into your abilities and revel in.
- Founder Interview (30 min): You’ll meet with Glenn, Waft’s CEO, to get to understand you and notice if in case you have the possible to be a perfect addition to the staff.
Observe: Trade analysis displays that girls and the ones in historically underrepresented teams most often don’t practice to jobs until they take a look at the entire bins for the function. If you’re feeling strongly that you’ve what it takes for this function however don’t take a look at 100% of the bins—that’s k—we inspire you to use anyway and spotlight what you’ll deliver to the desk.
