Who We Are
Float is the world’s main software program for groups to plan their time. Launched in 2012, we’ve grown yearly since, and stay proudly unbiased, self-funded and worthwhile. We’re a staff of fifty working 100% remotely and also you’ll be partnering with staff members primarily based globally together with Australia, Mexico, Nigeria, Canada, and the USA. Hear what our staff has to say by shopping our weblog, or studying our Glassdoor critiques. Take a look at what our clients consider Float from our G2 critiques.
We’re on a scale-up journey, and we’re looking for individuals who thrive on this stage, given the autonomy, and the chance, to do one of the best work of their profession.
Why We’re Hiring For This Position
We’re reworking useful resource administration software program, proudly incomes the highest spot on G2. With over 4,500 of the world’s main groups, together with Atlassian, Edisen, and Stripe, leveraging Float to streamline their mission sources and staff time, we’re driving a revolution in how companies handle their most crucial belongings: their individuals. Our product’s simplicity and energy have garnered us a loyal buyer base, and now, we’re trying to scale new heights by supercharging our outbound gross sales efforts.
You’ll be an Account Govt accountable for the EMEA area (Europe, the Center East and Africa).
Unlock Untapped Potential: As our new Account Govt, you’ll be the catalyst for our growth in EMEA. This area is brimming with potential shoppers who will not be but conscious of how Float can rework their operations. Your mission? To determine, interact, and convert these prospects into loyal clients. You’ll be the entrance line of our progress technique, opening doorways to new enterprise alternatives and increasing our footprint in a key market.
Personal Your Success: We’re looking for a self-starter who thrives on autonomy and might drive outcomes with out counting on inbound leads or a Enterprise Growth Consultant (BDR) staff. You’ll take full possession of your gross sales pipeline, from prospecting to closing offers. Your capability to independently handle and execute outbound methods will probably be essential in producing new enterprise and driving important progress.
Drive Strategic Development: Your focus will probably be on creating and executing outbound gross sales methods that drive important progress. By concentrating on new buyer segments and initiating conversations with high-value prospects, you’ll construct a pipeline that not solely enhances however surpasses our current inbound efforts. This function is vital for diversifying our lead sources and guaranteeing we now have a sturdy and dynamic gross sales funnel that may climate any market adjustments. As well as, you’ll work on a few of our inbound leads ensuring that these are served as effectively however not relied on.
Innovate and Lead: At Float, we champion innovation. As an Account Govt, you’ll have the autonomy to experiment with cutting-edge gross sales processes and instruments. Your creativity and insights will instantly form our outbound gross sales techniques. We worth proactive thinkers who can convey recent concepts to the desk, optimizing our method and driving our success ahead. That is your alternative to go away a long-lasting influence on our gross sales technique.
Be A part of a Dynamic Crew: Be a part of a staff that’s devoted, pushed, and supportive. You’ll work alongside our Director of Gross sales and different gross sales professionals who share your ardour for excellence. Collaboration is on the coronary heart of our tradition, and your contributions will probably be acknowledged and celebrated. Collectively, we are going to push the boundaries of what’s potential and obtain exceptional outcomes.
Our Director of Gross sales, Yonatan, explains the essential function you’ll play inside our Gross sales staff. Watch this video!
You’ll be working asynchronously with a brilliant, devoted staff from throughout the globe, with a powerful concentrate on taking advanced issues and creating options that really feel easy and intuitive for our clients.
What You’ll Be Accountable For
As an Account Govt, you’ll play a vital function in driving our progress and increasing our buyer base in EMEA. Right here’s what you’ll be accountable for:
Full Gross sales Cycle Administration:
- Handle prospects from result in shut (each inbound and outbound)
- Present well timed and correct forecasts whereas managing a pipeline.
- Clearly articulate and exhibit our price proposition, creating pleasure and enthusiasm amongst prospects.
- Preserve a wholesome gross sales pipeline with 3-5X protection, guaranteeing constant deal move and forecasting accuracy.
- Exceed Quota.
Inbound Gross sales:
- Reply to inbound leads, guaranteeing well timed engagement and thorough qualification. Conduct deep discovery classes to grasp the prospect’s wants, ache factors, and objectives.
- Conduct product demonstrations, presenting Float’s options in a compelling method, and specializing in how they deal with the particular challenges and necessities uncovered throughout discovery. Develop technical product information and construct relationships with key stakeholders to make sure a complete gross sales method.
- Handle the gross sales course of effectively, deal with objections, and supply mandatory data to facilitate decision-making. Conduct product demos, assist construct a enterprise case along with your champion, and navigate the approval course of whereas closing every deal efficiently. Use your robust closing abilities to shut every alternative efficiently, changing prospects into clients.
- Frequently revisit and re-engage with previous leads, shut misplaced offers to determine new alternatives, and reignite curiosity in Float’s options.
Account Enlargement:
- Interact with new decision-makers and untapped territories, uncovering and shutting these growth alternatives to extend account penetration and general account worth.
- Leverage a “land and broaden” methodology to systematically develop your buyer base over time. Begin small, exhibit influence, assist your champions to construct a enterprise case internally, and have interaction with the suitable stakeholders on the HQ degree to construction a worldwide rollout throughout the account.
Outbound Prospecting:
- Determine, goal, and have interaction potential clients inside Float’s ICP and lead a full gross sales movement finish to finish.
- Maximize income progress by mining and uncovering untapped alternatives inside our current buyer base in your area.
Early on, your focus will probably be:
- Product Data: Shortly familiarize your self with the Float product, guaranteeing you may successfully exhibit its options to completely different audiences.
- Buyer Profile: Perceive our best buyer profile, their challenges, and the way they use Float to handle their wants.
- Interact in Promoting: Begin promoting, experimenting with numerous methods, performing discovery classes, and interesting with potential shoppers.
- Implement Greatest Practices: Study and make the most of one of the best outbound gross sales methods which have confirmed profitable at Float to attain early wins.
When you’re extra established in your function, you’ll:
- Construct your individual gross sales pipeline and persistently overactive in your month-to-month targets whereas preserving a wholesome 3-5X pipeline protection.
- Generate at the very least 70% of your individual gross sales pipeline via proactive outbound prospecting, together with chilly calling, emailing, outreach, and networking.
- Roll out outreach initiatives to prospect ICP inside your territory.
- Search for alternatives to optimize your gross sales course of and win price by utilizing insights from instruments like Gong & your gross sales dashboards.
- Share product suggestions and contribute to the voice of the shopper suggestions to assist enhance our product for current clients and the market.
If you’re excited by the problem of driving progress in a key market, able to personal your success and make a major influence, we need to hear from you. Be a part of us at Float and be a part of a journey that’s reshaping the way forward for useful resource administration!
What You’ll Want To Be Profitable
Your expertise in exceeding gross sales targets, uncovering new enterprise alternatives, and looking for methods to innovate will go a good distance on this function.
We’re assured that have with the next will contribute to your success on this function.
- 3+ years of closing quota-carrying gross sales expertise throughout the B2B SaaS, concentrating on mid-market firms. Particularly, operating a full gross sales cycle from begin to end.
- Impartial pipeline constructing and prospecting with the flexibility to construct and nurture a 3-5x certified gross sales pipeline with out reliance on inbound leads or a BDR.
- Growing and implementing outbound sequences, and the flexibility to initiating contact with prospects via calls and emails.
- Identification of progress alternatives with the intention to harvest growth with present shoppers, implementing and understanding of market dynamics and compelling enterprise instances.
- Main technical displays/demos with robust product information, and collaborating with the Product Crew to offer worthwhile suggestions for product enhancements.
- Familiarity with gross sales instruments like Gong and Hubspot, and leveraging information insights to enhance the gross sales course of.
- Coaching in gross sales methodologies comparable to Sandler, Challenger, SPIN, or MEDDIC.
- Glorious written and oral communication abilities in English. Particularly, persuasive communication to successfully articulate worth propositions and affect decision-making.
- Collaboration with cross-functional groups (Buyer Success, Advertising and marketing, and Technical groups) to work successfully in a distant and asynchronous surroundings.
As a totally distant staff, we’re on the lookout for somebody comfy with asynchronous communication because the default, which implies you’ve earlier distant expertise and are comfy utilizing instruments like Slack, Loom, and Linear to speak as wanted. Don’t fear—you’ll have important deep work time since we now have only a few conferences.
Why Be a part of Us
The pay for this function is USD $160,000 OTE (On Goal Earnings) with a 50:50 break up between the bottom wage and the uncapped variable fee. Right here’s a weblog publish with extra data on how we decide our salaries.
We’re a worldwide async distant firm with a various staff of individuals from all around the world who share a typical perception in dwelling our greatest work life. We consider deeply within the thought of transparency and share our Float Handbook publicly so potential new staff members can see first hand our perks & advantages in addition to our methods of working. For those who really feel like you may thrive at Float to do your greatest work, we might love to listen to from you.
Hiring Course of For This Position
You’ll discover a number of helpful details about our interview course of and what it’s like to affix our world staff on the Float careers web page. The hiring course of for this function appears to be like like this:
- Preliminary First Meet (15 min): You will meet with our Expertise Supervisor, Julia Fulton, to debate your curiosity within the function and assessment your questions on working at Float.
- Supervisor Interview (60 min): You’ll meet with Yonatan, Director of Gross sales, to debate the way you method managing the gross sales cycle and dive into your gross sales expertise and thought course of. On this interview, additionally, you will run a mock discovery session with Yonatan, Director of Gross sales, and exhibit the way you determine the prospect’s present scenario and particular challenges, guaranteeing you collect all mandatory background data to qualify and progress this deal ahead whereas highlighting how Float can deal with these points.
- Co-Employee Interview (30 min): You’ll meet with Dan, Account Govt, to dive deeper into your abilities and expertise.
- Founder Interview (30 min): You’ll meet with Glenn, Float’s CEO, to get to know you and see in case you have the potential to be a fantastic addition to the staff.
Observe: Trade analysis exhibits that ladies and people in historically underrepresented teams usually don’t apply to jobs except they test all of the containers for the function. For those who really feel strongly that you’ve got what it takes for this function however don’t test 100% of the containers—that’s okay—we encourage you to use anyway and spotlight what you may convey to the desk.