Sales Executive

Permanent position

All New Zealand

Optimal Workshop is building discovery tools for crafting better human experiences. Our software is used by experience designers, information architects and user researchers in over 132 countries and in over 80 languages worldwide.

Role Purpose

The Sales Executive’s mission is to land new customer teams, by striving to partner with prospective customers and work through co-design to understand how Optimal Workshop can add meaningful impact to their research practices.

This role will identify and progress leads (both inbound and outbound) to maximise opportunities with prospects who fit our target market. You will regularly maintain forecasts , lead commercial and legal negotiations with support from legal counsel, and foster smooth handovers to Customer Success with an eye on enabling long-term value.

The successful candidate will understand the B2B SaaS customer lifecycle, inject thought leadership into customer relationships, and deliver world-class customer experiences through collaboration with Rev Team colleagues in Customer Success, Product Coaching, Frontline Support, Revenue Operations and Marketing.

Key Accountabilities

Convert Leads
  • Qualify inbound leads by responding quickly to contact and follow-up.
  • Research qualified leads to underpin thoughtful Discovery, in order to uncover critical pain points, potential objections and overall scale of opportunity.
  • Showcase key aspects of Optimal Workshop, tailored to prospects’ needs by showing how we can better enable their research practices.
  • Agree pricing and commercial terms, while delivering on overall procurement requirements, such as security reviews and vendor setup processes.
Perform outreach to existing and prospective customers to develop leads
  • Prospect existing solo users and monthly teams to try and upsell them to consider upgrading or consolidating into larger teams. 
  • Outreach to prospective customers, including customer referrals Marketing-qualified leads, to open dialogs that result in sales-qualified leads.
  • Communicate with heart, in a way that embodies Optimal Workshop’s core values.
CRM and Commercial Hygiene
  • Ensure our Customer Relationship Management (CRM) and associated systems are regularly maintained with customer contacts, email records, revenue forecasts, opportunity progress and customer agreements.
  • Review, negotiate and sign customer agreements where Delegated Financial Authority (DFA) allows.
  • Lead customers’ commercial and legal negotiations with support from Optimal Workshop’’s legal counsel and other staff members with higher DFAs.
  • Actively contribute to the achievement of your squad’s goals, from presales to customer engagement, to improved systems and processes.
  • Actively contribute to the improvement of the Sales Faculty and its practises.
  • Maximising quarterly and annual revenue generated by signing up new Team customers.
  • High average deal size for new customer sign-ups.
  • High number of additional logos won, and retained for over 12 months, across your Faculty.
  • High customer retention rates across your squad.
  • High employee engagement across your squad and Faculty.
  • High quality B2B Sales skills, including outreach, qualification, discovery, and delivery of product demonstrations.
  • Confident with leading commercial tasks and responsibilities, including legal agreement reviews, procurement processes and revenue forecasting.
  • Thought-leading and consultative with prospective customers, especially stakeholders who influence buying and adoption.
  • Excellent problem solving skills and passionate about  the customer journey and customer advocacy.
  • Demonstrated ability to work across multiple stakeholders with different priorities.
  • Able to thrive when working remotely in a fast-scaling organisation.
  • Capability to absorb a core understanding of Information Architecture, User Experience (UX) Research and what makes a UX-mature organisation.
  • Demonstrates a growth mindset and is committed to continual self-improvement, with a focus on growth and performance.
  • Engages as needed in the scoping, recruitment and onboarding of new team members. 
  • Demonstrates commitment to cross squad and team communication, collaboration and connectivity.
  • Upholds the principles of and models the behaviours of The Optimal Way championing the Optimal Workshop culture and living and breathing our values: 
    • Approachable – We’re here when you need us and love a silly question. We give people the tools and knowledge they need to get stuff done and grow. We’re exclusively inclusive because we care!
    • Bold – We’re not afraid to do things differently and make a few mistakes along the way. We take ownership of opportunities and find the courage to forge a better path.
    • Curious – We’re insatiably curious, just like our customers. We prove hunches with data and follow our instincts. We put people at the heart of everything we do.

We believe building diversity at Optimal Workshop enhances our workplace and helps us drive the success of our business. It not only provides us with a broad range of perspectives that leads to healthy discussion and better decisions, but it also means our workforce better reflects our hugely diverse community and industry. We therefore actively work to encourage and support employee diversity across Optimal Workshop.

We like to do things differently at Optimal Workshop – Do you?