Enterprise Sales Manager

Type
Full Time
Opening date
Closing date
27 Nov 2021
Views
113

Overleaf is well-loved by its user base and community — a community which has rapidly grown to over eight million users worldwide. We are looking to bring a talented, experienced individual into the organisation who will take responsibility for continuing and expanding Overleaf’s B2B Scientific and Research Enterprise Sales. Verticals include labs, research institutes, engineering sector, technology sector, pharma, finance. Organisations who need to write research, documentation, proposals, etc which include scientific, engineering or other hard sciences language.

This is a remote, full-time role, ideally based in the UK or EU, or the Eastern time zone of the US.

Who we are

Overleaf is a mission-led organisation that builds modern collaborative authoring tools for scientists, engineers, technical professionals and students — like a Google Docs for Research. Our primary product is an online, real-time collaborative editor for papers, theses, technical reports and other documents written in the LaTeX markup language.

Overleaf has seen rapid adoption across science and research, and now supports a community of over eight million users worldwide. This community includes major institutions such as Stanford and Caltech, with Overleaf becoming an integral part of research collaborations, graduate programmes, and undergraduate teaching. Many international tech, finance and engineering companies use our enterprise solutions, and we work with several major publishers: for example, supporting collaboration on IEEE’s member platform, and making the journal submission process smoother for LaTeX users across many academic publishers. Our vision is to be the go-to place for writing scientific and technical documents.

Overleaf was founded by two mathematicians who were inspired by their own experiences in academia to create a better solution for scientific collaboration and communication. Now we are a team of about fifty based mainly in the UK, Europe, the US and Canada. We were recently recognised as one of the UK’s top 100 fastest growing businesses and as the Best SaaS for Nonprofits or Education in the 2020 SaaS Awards Program.

How we work

Overleaf is remote-first — all founders and staff work remotely. Our main office is located in London, UK, and we aim to get the whole team together in London a couple of times a year for face-to-face time, Coronavirus permitting.

We encourage flexible working. Our core hours are 2pm–5pm UK time.

About this role

A professional customer-facing position, the Enterprise Sales Manager is responsible for a range of enterprise sales and lead development activities at Overleaf. Daily tasks will include developing and successfully implementing your sales strategy, following up on leads and opportunities, providing sales presentations and demos to help close opportunities, developing client proposals and contracts, and working with marketing as needed to generate the necessary sales collateral.

The person hired for this position should be self-motivated and display a high level of independent judgment and decision-making.

This position is primarily responsible for:

  • Working with the Enterprise Sales Director to help develop an enterprise sales strategy for the assigned region
  • Actively seeking out new sales opportunities/leads to grow existing pipeline
  • Following up on enterprise leads (from website, events, lists, etc.) and qualifying those leads.
  • Providing sales presentations and demos to help close opportunities, as necessary.
  • Providing proposals, negotiating and the necessary follow up to make sure opportunities continue to move and close.
  • Preparing and providing contracts and necessary documentation to seal the deal
  • Keeping CRM and internal records updated
  • Attending and reporting on a weekly basis during the weekly sales meeting
  • Communicate and collaborate with teams internally to achieve better results and provide customer feedback
  • Speaking at and/or attending industry conferences and events (Coronavirus permitting).

What we need you to do

  • Identify and qualify opportunities for Overleaf’s cloud-based and on-premise software solutions
  • Develop a suitable pipeline (3x-5x) of qualified opportunities to meet and exceed your targets
  • Meet or exceed your quarterly and annual sales quota on a consistent basis
  • Be confident in defining and communicating the differentiated value of Overleaf to the customer, both at the technical and business level
  • Work with the marketing team to build case studies and reference cases to showcase Overleaf’s ability to deliver business value to the customer
  • Understand both the formal and informal buying processes in the customer’s environment, to manage leads through to closing
  • Use Salesforce to maintain a current, accurate, pipeline of your opportunities
  • Be proactive in communicating with the extended Overleaf team around all aspects of client and opportunity status & development – and ask for help when you need it
  • Be organized and driven – crucial skills to keep multiple leads and opportunities moving correctly and working with a distributed team
  • Have good written and oral communication skills – with an attention to detail

Requirements

  • Sales experience as an inside or outside representative with a demonstrated history to consistently meet or exceed performance targets
  • Knowledge of lead generation and pipeline management – driving opportunities from prospect through to closed opportunities
  • A demonstrated ability to build and manage complex customer relationships
  • A demonstrated ability to manage complex sales cycles including the ability to provide coordination with the extended Overleaf team
  • A demonstrated ability and background in SaaS solution sales preferred
  • Any experience with virtualisation technology (including Docker) would be advantageous.
  • Experience with customer relationship management (CRM) software, Salesforce preferred
  • Excellent verbal and written communication skills
  • Self-motivated and proven ability to thrive in a results-driven and remote-working environment
  • Natural relationship building skills with integrity and maturity
  • Critical and creative thinking skills – looking to improve inefficient processes
  • Excellent time management, organizational, and project management skills
  • Will usually be available in our core hours, 2pm–5pm UK time.
  • Are based in the UK or EU, or the Eastern time zone of the US.

Benefits

This is a paid, full-time, remote position. Benefits include:

  • Remote and flexible working.
  • You would join a small, dedicated, and growing team.
  • We’re part of Digital Science (https://www.digital-science.com/) and backed by Bethnal Green Ventures (https://bethnalgreenventures.com/), through which we’re part of a wider community of startups in science, health and ed-tech.
  • We’ll provide a new Mac or PC laptop, along with a stipend for other equipment.
  • We provide a training budget; many of our staff choose to attend relevant industry conferences or buy training materials.
  • We run a bi-weekly internal seminar series (show and tell) with short talks from staff about their work or personal projects, new technologies and techniques.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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