About this role.
Thumbtack is seeking a B2B Sales Success Specialist to help local service professionals improve their performance, retention, and revenue on its marketplace platform. The role combines consultative account management, outbound sales activity, customer education, troubleshooting, and cross-selling. The specialist is expected to conduct at least 50 outbound interactions daily while maintaining strong quality, efficiency, satisfaction, and revenue metrics. Candidates need B2B sales or customer success experience, outbound calling exposure, pipeline-management capability, and comfort using tools such as Salesforce, Google Suite, and AI-enabled account optimization.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would segment my book of business by opportunity, risk, lifecycle stage, and urgency, then use a structured call plan and CRM tasks to prioritize the highest-impact outreach. During each interaction, I would use concise discovery questions, document outcomes immediately, and schedule clear next steps. Reviewing conversion, contact, and satisfaction metrics would help me refine my approach while maintaining both volume and quality.
I would first listen to understand their goals, service area, close rate, budget, and prior lead experience. I would explain lead costs in the context of customer lifetime value, conversion performance, profile quality, response speed, and competitive targeting. Then I would recommend practical improvements, such as refining service preferences, strengthening the profile, responding faster, adjusting budgets, and tracking ROI over an agreed review period.
I would start with the customer’s stated business objectives and current product usage rather than leading with a product pitch. If I identify a gap that is limiting visibility, responsiveness, conversion, or growth, I would connect the relevant solution directly to that need and explain its expected value. I would confirm fit, address concerns transparently, and document the recommendation and follow-up plan in the CRM.
I would monitor revenue attainment, retention or churn, reactivation, product adoption, contact rates, conversion rates, quality adherence, customer satisfaction, and NPS. At an account level, I would also review engagement, response time, profile completeness, budget behavior, and outcomes after recommendations. These measures show both immediate sales performance and long-term customer health.
I would acknowledge the impact of the issue, listen without interrupting, and clarify the facts to ensure the concern is understood. I would provide transparent expectations about what I can resolve, what needs escalation, and when they can expect an update. I would take ownership of follow-up, keep the customer informed, and offer any appropriate interim guidance to preserve trust.
Thumbtack helps millions of people confidently care for their homes.
Thumbtack is the one app you need to take care of and improve your home — from personalized guidance to AI tools and a best-in-class hiring experience. Every day in every county of the U.S., people turn to Thumbtack to complete urgent repairs, seasonal maintenance and bigger improvements. We help homeowners know which projects to do, when to do them and who to hire from our growing community of 300,000 local service businesses. If making an impact inspires you, join us. Imagine what we’ll build together.
About the Success Team
Thumbtack is the leading marketplace platform connecting customers with local professionals for all their project and service needs.
We are a rapidly growing organization looking for highly motivated individuals to join us in scaling our success team. Our culture prides itself on diversity and inclusion and our mission is to empower independent pros to grow their businesses, and that’s where you come in.
About the role
As a Success Specialist, you’ll be on the front lines, helping our pros unlock their full potential and build thriving businesses on Thumbtack. It’s all about being a strategic partner and champion for our pros. You’ll be the ultimate guide for our pros, helping them navigate their journey to success. We’re looking for someone who is not just great at building rapport but is also a consultative partner who can dive deep into a pro’s business, marketing strategy, and growth goals. Your day will be packed with high-impact activities building trust and loyalty and driving revenue and departmental goals.
What you’ll do
Partner with our pros on our platform by listening to their needs and providing the best solutions – you’re the expert! Pro satisfaction and longevity will be your #1 priority.
Maintain excellent knowledge of Thumbtack’s products and services, as well as industry standards and best practices for home maintenance and repairs and other service industries.
Participate in at least 50 outbound interactions per day with our pros to determine the best solution to help them get hired. This can include using tools such as AI to optimize their accounts.
Successfully build rapport with the pros and be able to anticipate their needs and long term business goals.
Conduct comprehensive profile reviews, guiding pros through key areas like response time, reviews, profile pictures, and quick replies to help them shine. You’ll encourage them to complete product recommendations and set competitive budgets, setting them up for success.
Identify opportunities to cross-sell additional products or services to existing pros.
Actively listen to pro concerns taking on a consultative approach, have the ability to probe, and be able to provide recommendations when necessary.
Have the ability to set the proper expectations on lead costs, marketing and ROI with our pros so they are satisfied and can justify their marketing spend.
Troubleshoot and resolve pro inquiries with effective problem-solving and de-escalating skills while building a relationship with the pro.
Proactively follow up with pros via call, SMS and/or email.
Maintain high-performance metrics including revenue attainment, quality adherence, efficiency, pro satisfaction, and net promoter scores.
Continuously look for areas of improvements that drive revenue and communicate trends to the appropriate parties.
Make independent and insightful decisions while keeping the pro and company needs in mind.
Engage with team members through weekly development sessions, training, and support interactions that help build each other.
In order to be successful, you must bring
At least 1–2 years of B2B selling and or success experience, with a minimum of 6 months of outbound calling or collections exposure, preferably in the BPO or Shared Services industry
Customer retention, churn, onboarding and reactivation experience.
A proven track record meeting or exceeding quotas.
Proficiency in English.
A collaborative, consultative and problem solving mindset, with a willingness to share techniques and successes with the team.
Experience in pipeline management.
Experience in customer support and product education.
Marketing or advertising sales experience
Salesforce experience, AI experience
Google Suite experience
B2B sales experience preferably in the home service space
Tech-savvy
Actual offered salaries will vary and will be based on various factors, such as calibrated job level, qualifications, skills, competencies, and proficiency for the role.
Thumbtack embraces diversity. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, pregnancy, sexual orientation, gender identity or expression, religion, national origin, ancestry, citizenship, marital status, military or veteran status, genetic information, disability status, or any other characteristic protected by federal, provincial, state, or local law. We also will consider for employment qualified applicants with arrest and conviction records, consistent with applicable law.
Thumbtack is committed to working with and providing reasonable accommodation to individuals with disabilities. If you would like to request a reasonable accommodation for a medical condition or disability during any part of the application process, please contact: recruitingops@thumbtack.com.
For information about how Thumbtack collects, uses, and shares personal information about job applicants, please see our Job Applicant Privacy Policy.
We put as much craftsmanship into candidate safety as we do into the hiring experience itself. While scammers may try to impersonate our team, we’ll never ask you for money, banking info, or SSNs during hiring. Check out our blueprint on how to spot the fakes.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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