LightStanza
Sales Account Manager - Lighting B2B SaaS Startup: Remote
LightStanza is the lighting industry’s next generation lighting analysis software (SaaS). Through listening to technical customers and passion for design, innovation, and software, LightStanza has developed an award-winning solution. Our Web-Based tool helps lighting designers, electrical engineers, and application teams easily and collaboratively make quick work of both complex and routine analyses.
We are a tight-knit, small startup with origins in software innovation that’s looking for a self-starter on the sales side. This role is a technical sales position and requires a methodical sales process.
This person will sell our SaaS solution to new prospects, cultivate and strengthen relationships with our existing customers, participate in industry events in person and virtually, and participate in business development and sales strategy. This person is a consistent communicator who can identify, foster and close sales with little direction. The founder is eager to assist in the sales process. You are self-driven and excited by an exciting SaaS startup with unlimited potential.
Our compensation plan includes a base salary, commission on new sales and renewals, health benefits, paid vacation. You will be in a leading position to grow with the company.
Your Key Responsibilities:
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Work directly with the founder, who has dozens of leads, and participate in weekly sales meetings
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Lead running complete sales cycles. This includes lead generation, listening to prospect’s pain points with their existing tools, strategically asking if there is interest in our solution’s benefits, developing a demo strategy, setting up a trial with stakeholders (e.g. getting principal buy-in with ROI’s, exciting designers to try it out, etc) for prospect to see benefits on a real project of theirs, regular following ups, and closing. You will be supported by the product team so that the prospect has the best chance of enjoying the software.
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Set sales and SMART goals, defined by both the founder and you
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Develop and execute sales strategies for different industry verticals: lighting designers, electrical engineers, reps, and manufacturers
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As an evolving SaaS subscriber service, help refine pricing
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Lead in-person and web conference product demos (at first with the founder)
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Grow relationships and deal sizes with existing customers and get a commission on renewals
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Product feedback with existing customers. Understand where the software is working and where it needs improvement.
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Participate in local, regional, national, and virtual client and industry events
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Utilize social media to interact with customer base, build brand awareness, and increase revenue
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Provide the engineering team with product feedback from sales meetings.
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Maintain current knowledge of best practices in SaaS sales, and continually strengthen skills.
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Lead/Assist with developing proposals, scopes, and fees for special project opportunities.
Your Capabilities and Credentials
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2+ years sales (preferably SaaS) or very eager and self motivated to start a career in sales.
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Excellent video call, phone, and written customer communication skills.
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Strong computer skills required, including use of CRM (pipedrive), Gmail, Google Drive (Docs, Slides, Sheets), Zoom, Linkedin, Brevo/SendinBlue and other software
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Can communicate a strong value proposition, prove true ROI of SaaS, and pitch to achieve maximum impact
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Know how to build strong interpersonal relationships without necessarily meeting them in person, but by using email, phone calls, social media, webinars and conference calls.
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Know how to listen and ask questions about customer needs, and helping the customer discover the delivered value, not simply sell features.
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Know the difference between selling and listening. You know how to first listen to what a customer needs, and quickly position to sell them on how our product will benefit them.
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Ask us anything, but your ability to problem solve is a must, and willingness to go and figure things out on your own is key
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Able to be resourceful and help develop processes and change as necessary
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Be able to thrive with the small business feel as many processes known to large companies may not be in place
What we're looking for:
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U.S. residents only
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Remote, but Boulder-Denver metro area candidates preferred for occasional meetup. This is a work from home position that requires a professional looking, distraction free video presence using Zoom.
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Full-time position
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Reports directly to Founder
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Extensive computer and phone use
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Proven experience or eager and self-motivated to start a career in sales
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Competent knowledge of photometric tools (training will be provided)
Please apply by emailing your resume to daniel@lightstanza.com
