Inside Sales Lead

Job description

Are you ready for a massive opportunity at one of the fastest growing SaaS companies in The Netherlands? Within this position you will have the opportunity to form and scale the Inside Sales team at ZIVVER.


ZIVVER makes communication secure, fast and simple. We want to reach our BHAG by 2030 to reach more than a billion users who are working with secure communication solutions with ZIVVER worldwide. It’s your task to make our business grow in sales focussing on Small Business in The Netherlands.


How? By scaling Sales. It’s your responsibility to set up a thriving Inside Sales Operations for a well-established product like ZIVVER Secure Email but also for a fresh out-of-the-box solution like ZIVVER Secure Video Call. This requires doing the work yourself, being highly involved in the go-to-market approach and leading & growing the Inside Sales team.


Hot take

  • Qualification is your key driver
  • You are a leader
  • Forecasting is your specialty


A day at ZIVVER

(We are living during a pandemic, so there’s no such thing as a day at HQ. We fully support a work-from-home situation (read as monitors, headphones, webcam, docks, and whatever else you might need). In normal times though...)


It is Tuesday 8.15 am when you’re enjoying a stroll from station Lelylaan to ZIVVER HQ. You want to start this day quite early as Sjoerd (Product Manager - ZIVVER Meet) wants to discuss the go-to-market approach at 09:15. You’ve been experimenting with a few different Sales angles for Meet, therefore you’re compiling the results so to make it a data-driven discussion today.


Julia (Inside Sales - ZIVVER Secure Mail) scheduled a quick call. She has been reaching out to many sales qualified leads. You give feedback about the qualifications in Salesforce. Are we missing information? Did we ask for the right information with this lead? Most importantly: What will be the next step?


Just after lunch, it’s go-time yourself. Perhaps the best part of the day; less thinking and just executing. You’re gonna go through all the leads that came in last week and hash them out in no-time! You spend 10 minutes organising your prospect list and then dive into a demo for a new Legal industry prospect. The call was awesome, these people are hooked! You update your CRM with the latest notes and quickly on to the next one.


Around 16:00 you have an important call with an Education client to discuss your proposal. You are expecting some negotiation to take place so you have ensured you have the relevant information to hand regarding pricing and technical options that we can offer to sweeten the deal and get it over the line. The meeting went great, they have agreed to take it forward to Senior Management for final approvals so you update your CRM accordingly and send a follow up email to the client confirming the points you agreed.


You end your day by working on some quotes and legal agreements for the other deals which you expect to close this quarter. You check-off your action list for today and it’s time to close your laptop. Just before you head out, you walk by the Hummingbar to grab a drink with a few fellow-ZIVVYs.


Responsibilities

Setting up and running Inside Sales Operations

  • Set up plan, approach and targets for Inside Sales (including our online self-service portal)
  • Build & lead the Inside Sales team
  • Deliver & maintain Inside Sales pitch, training & documentation
  • Introduce & maintain CRM discipline

Execution of Inside Sales tasks

  • Prospecting and selling into Small to Medium sized businesses the NL & BE.
  • Cold calling, email campaigns and following up on inbound leads to close deals for up to 200 employees.
  • Training Inside Sales Representatives

Run deal cycles from SQL to closing

  • Prospecting into small to mid sized organisations while managing an efficient sales process
  • Identify decision makers within targeted leads to begin Inside Sales process
  • Provide price quotations, suggest products to meet customer requirements for their projects, and ensure their orders are properly placed
  • Overcome objections of prospective customers
  • Emphasize product/service features and benefits, quote prices and prepare sales order forms and/or reports
  • Set up and deliver sales presentations, product/service demonstrations, and other sales actions
  • Hand-over deals to Sales Executives when necessary

Keep databases in mint condition

  • Maintain and expand the company’s database of prospects
  • Enter new customer data and update changes to existing accounts in the CRM database

Actively develop leads & channel

  • Make outbound follow-up calls to existing customers via telephone and e-mail to cross- and up-sell
  • Collaborate with Regional Sales Manager to determine necessary strategic sales approaches

Support lead gen & brand

  • Where necessary, support of marketing efforts such as trade shows, 
exhibits, and other events
  • Appropriately communicate brand identity and corporate position



Requirements

Experience

  • Bachelor's degree
  • Excellent communication skills in Dutch and English
  • 5+ years Sales experience, cold calling and prospecting
  • Experience in Information Security products or services
  • Experience in building teams & creating plans
  • Experience with customer relationship management software such as SFDC or Hubspot

Knowledge

  • Knowledge of CRM management and deal processing
  • Knowledge of sales principles, methods, practices, and techniques 


Skills

  • Excellent presentation & writing skills
  • Forecasting commitments and forecasting accuracy
  • Success in qualifying opportunities involving key decision makers
  • Strong problem identification and objection resolution skills
  • Able to build and maintain lasting relationships with customers

Personality

  • Self-starting and -motivated, with high energy and an engaging level of enthusiasm
  • High level of integrity and work ethic
  • Comfortable working in the fast paced and dynamic environment of a scale-up business

Benefits

  • A commission scheme that links great performance to a great paycheck with significant accelerators for the hot shots that manage to beat their quarterly and annual targets
  • An exciting, fast-growing, energetic environment;
  • Flexible working hours;
  • A pension plan;
  • Car allowance;
  • Great HQ and awesome people with different nationalities;
  • At least €1,000 per year on personal development budget