Sales Lead, Epsilon3

• Customer empathy: Expert at getting to know your leads/customers, identifying their needs/pain points, and knowing when the product can/can’t help them. This involves listening, asking questions, and building relationships to help sell
• Experience building or executing a successful sales cycle: Must be process-oriented enough to track your process and achieve results. This includes the full stack of sales — building a pipeline, finding leads, qualifying leads, selling, closing, etc
• Metrics-driven: You need to know your numbers — certainly revenue targets and actuals, but also the efficiency of your own pipeline, from top-of-funnel down to close rate
• Teamwork: At an early stage company, the product is most certainly not feature complete; there are gaps that customers/partners will ask for. You need to be able to work cross-functionally to understand the customers, identify feature gaps, and work to prioritize them
• Passion for efficiency tools
• Excitement around our industry (Spacecraft, Launch Vehicles, Transportation, etc.)
• Good communicator with outstanding oral and written communication skills
• Ability to work cross-culturally/cross-functionally
• Ability to deal with and thrive in the ambiguity and chaos that comes with a fast-growing early stage startup
• Fluent in English (additional languages are a plus)
• Bachelor’s degree
• Self-starter and able to assess rapidly evolving priorities
• Strong team player with great communication skills and collaborative work ethic
• Love of learning (technical and otherwise)

Desirable

• Grow our ARR to reach our monthly, quarterly, and long-term goals
• Generate and pursue new customer leads with daily manual/cold outreach, network/warm intros
• Draft copy for automated email and LinkedIn campaigns; manage and track campaign performance
• Track sales metrics like close rate and cycle time, trial conversion rates/cycle times, etc
• Get referral sales up and running
• Develop better email messaging for each stage of the sales process
• Keep improving and documenting a repeatable sales process
• Top of the funnel/GTM/outbound: Figure out a scalable way to get in front of customers (top of funnel) in order to hit our revenue goals, including via outbound (massive & ABM), LinkedIn, distribution partnerships, content marketing, social media ads, etc
• Refine our ICP, target markets, and sales strategy
• Build out post-sales process to minimize churn, ensure customer success, and expand accounts
• Improve and evaluate tools for automated outreach and sales automation and improvement
• Refine sales/marketing collateral
• Serve as the advocate of our clients, understanding their needs, concerns and ensuring that our solutions are helping to solve their problems
• Educate clients on how they can use Epsilon3 to enhance their integration, testing and operations
• Communicate value propositions of utilizing the Epsilon3 platform and enhance messaging surrounding return on investment for customers
• Increase renewal rates and reduce churn
• Influence future lifetime value through higher product adoption, client satisfaction and overall health/NPS scores
• Drive new business growth through greater advocacy and reference-ability
• Support clients with technical questions and act as an intermediary between client and engineering development team
• Reach and support team quarterly KPIs activity
• Manage accurate and complete information in CRM
• Keep product development roadmap up to date with customer feedback and requests
• Maintain in-depth knowledge of the product, feature set, and roadmap
• Understand customer business issues and needs as well as additional tools and competitive market
• Join and actively participate in customer discovery calls and technical demonstrations
• Support software QA and user testing