Sales Lead

Location: Atlanta or Remote, GA

Department: Growth

Type: Full Time

Min. Experience: Mid Level

The Opportunity

Imagine an environment where you walk in on day one and are given a fresh whiteboard to begin architecting the future of a sales department within a bootstrapped, profitable, and debt-free startup in the heart of Atlanta. Sound interesting?

When we launched our real estate photography product over 10 years ago, the choices in virtual tour technologies were limited and insufficient, so our offering sold itself. Over time, we have continued to innovate and remain a market leader but have yet to establish a dedicated sales function to accelerate growth.

Do you have what it takes to help lead a sales effort to double, triple, quadruple our sales revenue and capture more market share to become the de-facto provider in the space?

Note: This position is compensated through a standard salary and is NOT commission based.

About You

You are motivated more by capturing a positive customer testimonial from a new client than you are in closing a deal and collecting payment. Spending more time on the phone learning about a prospect's business sounds more interesting than pitching a product and demoing functionality.

You relish the opportunity to work with a product team, engineers, customer success and customers to ensure a surprisingly awesome customer experience. You ask a lot of questions and love spirited yet professional debate, knowing it improves outcomes. You are comfortable navigating uncharted waters within the company. You are motivated by creating your own path to delivering value and taking full advantage of personal empowerment. You understand how to balance scope of work with execution, and believe that continuous improvement is a way of life.

Performance Objectives

  • Become a product and industry expert by gathering insights from team members, reviewing previously recorded interviews, conducting independent research, documenting previous sales approaches and training yourself on our platform functionality within the first 30 days.
  • Design and test a sales playbook (call scripts, competitive analysis, persona definition, etc) that outlines a strategy for communicating/pitching/negotiating with prospects, churned customers and active leads within the first 60 days.
  • Implement a cross-functional sales hand-off procedure for transitioning sales qualified leads to our onboarding process and monitoring their journey to closing within the first 60 days.
  • Execute sales playbook on all churned customers and active leads generated in 2017 within the first 90 days.
  • Collaborate with Marketing Lead on messaging and design to produce sales materials which can be used for prospecting and digital marketing within the first 90 days. 
  • Outline a vendor-specific prospecting strategy to include in the sales playbook that defines tactics for selling prospects that are currently using a competing product within the first 120 days.
  • Facilitate a recurring discussion with the customer experience team to ensure the additional sales load isn’t reducing the quality of support and onboarding we are known for within the first 120 days.
  • Close 50 or more new prospects using the new sales playbook that represent a combined $350,000 in yearly revenue potential by end of 2017.

Responsibilities

  • Collaborate with Growth Consultant to build new sales function within the organization.
  • Lead prospecting efforts with a primary focus on identifying users of competing products and conveying additional value our platform offers.
  • Stay up to date with product functionality, industry competitors and market trend/needs to ensure we do not lose customers to competitors.  
  • Gather insights from prospects and previous customers to identify sales engineer needs as well as future product opportunities. 
  • Monitor customer lifecycle by working with customer success team to ensure qualified leads are closed in a timely manner.
  • Maintain an up to date sales pipeline within the our CRM tool that includes all communication activity, deal value and any relevant information.
  • Surface sales engineering opportunities to product team when prospecting to help close business or influence product roadmap for future sales outreach.

Bonus Qualifications

  • Experience in using a CRM tool for tracking prospects/leads/deals as well as inbound/outbound communication.
  • Experience in defining a sales pipeline/deal strategy along with relevant KPIs.
  • Experience with conducting customer surveys/discovery and developing actionable strategies based upon insights gathered.
  • Experience with insides sales, account management or customer success for a software-as-a-service (SaaS) company.

What successful execution can lead to here at Tourbuzz

Exceptional execution of the Sales Lead role will put you in a strong position to use your experience building a sales strategy and closing additional revenue to lead a team of Sales Associates as Tourbuzz grows.

Successful management of Sales Associates along with a proven track record of quarter-over-quarter revenue growth will lead to a newly formed Director of Sales position as our Growth Consultant transitions all ownership and duties of the sales function.

To Be Successful

We are a highly collaborative and cross-functional organization. As you pursue your objectives and Tourbuzz’s goals, you will be working closely with:

Paris Holley - Growth Consultant: As your Functional Manager, he will help provide the resources, guidance, and alignment you need to be successful in your role, as well as offer support to facilitate your engagement and satisfaction at Tourbuzz. In addition, as Growth Consultant he will assist in facilitating discussions (and decisions) between you, business and product.

Nicole Lay - Customer Success (Onboarding): As our current onboarding lead, Nicole will be your main point of contact when transition leads from the sales pipeline.

Paul Rodman - Business Development / Co-Founder: Paul has served in a sales and account management role since the company was founded but is transitioning all duties to you.

Alan Pinstein - Director of Product / CEO: Alan will be available to share historical context around our industry, our product and previous sales efforts.

About Us

Tourbuzz is a leader in the Real Estate Marketing space, focused on capturing, modification, and presentation of media assets online. We are now serving 2M+ unique visitors a month.

Our vision is to give every piece of real estate an online presence in a beautiful, useful, realistic, and emotionally engaging way. We empower those looking to buy or rent real estate to truly understand a property’s appropriateness for their needs while driving excitement about the property. We operate at the intersection of technology and design, delivering the future of real estate marketing today while elevating the brands of the photographers and real estate professionals that depend on our platform.

We measure ourself on being the leading industry innovator in visually presenting real estate online. We're bootstrapped, profitable, growing fast, and debt-free. We are known for our superior customer service, our relationships with our customers, and not shying away from hard problems.

Our goal is to create a valuable, productive, and satisfying experience for our customers where each interaction is delightful. We gather customer insights voraciously, synthesize them through a product-first lens, and provide the company with a compelling and comprehensive voice-of-customer to drive product excellence. We invest in the success of our customers’ businesses and do everything we can to help them reap value from our product. We help and support each other at all times and are deeply invested in the success of our team. We learn from each other, and push each other to get better.

We believe that delivering value outweighs how many hours you work or where you work. In our eyes, the best performance and highest engagement comes from focusing on employee growth and development. We provide a flexible work schedule, generous vacation, opportunities for professional growth, personal development and a relaxed work environment.

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