EDU Sales Strategist

ABOUT GUIDEBOOK:

Guidebook is a simple yet powerful mobile application builder that lets you create an app in four easy steps with no technical skills required. 

Thousands of organizations use Guidebook to create mobile applications for their conference, corporate meeting, university campus, or other custom event—but it doesn’t stop there. Our mission is to connect people with the places in which they spend their time. Forward-thinking professionals are using Guidebook’s simple app builder to make interactive mobile guides for their student orientations, college campus tours, venues and corporate campuses, airports, and any other place where there’s a lot going on.

Here at Guidebook we know the future is mobile—come join us on the challenge!

ABOUT THE JOB:

The Guidebook team is seeking a confident, driven EDU Sales Strategist to join our team. This individual will define and develop our sales process to sell mobile application technology into education organizations and to drive dollar for dollar renewals, upsell, and new business. This individual will work with a broad spectrum of strategic accounts and prospects, with the sole aim of increasing the size of our EDU business.

As an EDU Strategist, you will serve on the front lines for evangelizing our product and brand to customers and prospects, so it is vital that you have clear, succinct communications skills - and a proven track record of performance in a previous quota-carrying sales role. You should have previous experience selling high in an organization and thrive when expanding the stakeholder group in the buying organization to increase the value of the initial deal. Prior work sourcing leads, creating outbound campaigns, producing pitch slides, and winning net new business is preferred. We are looking for a creative individual, with a consistent track record of raising average order values through a variety of channels and approaches.

This position requires the ability to sell the value of Guidebook in the education space, foster meaningful relationships with customers, spot and pursue upsell opportunities, source and nurture new business prospects, and negotiate contracts to close. Our team values collaboration, and the successful candidate will have the opportunity to help develop everything from the pipeline to the renewals function by defining roles and responsibilities, and shaping key processes. 

Reporting into the Director of Global Sales and collaborating with the VP of Customer Engagement, this role situates you alongside driven sales leaders to help shape our sales strategy in our exciting next phase of our growth. 

With our flexible and world-class product, we have an immense untapped market and the fields are green. Ultimately, we are seeking a sales professional who will take initiative, immerse themselves in our product, and bring a positive and productive attitude to work each day - taking a pivotal role in helping us build a stronger EDU business.

Key competencies for this role include Salesforce.com CRM experience and Outreach.io (or another sales automation tool).

LOCATION:

• Guidebook has teams in San Francisco (California), Raleigh (North Carolina) and London (United Kingdom).
• We are determined to find the absolute best candidate for this role, and have adapted our business to hire flexibly.
• This role would be a great fit for anyone based in Raleigh, or working remotely on the East Coast
• You will interact daily with colleagues in London, Raleigh, and San Francisco!

WITHIN 3 MONTHS, YOU’LL:

• Learn the details of the Guidebook content management system and subsequent front-end app, messaging, and sales process while taking on new potential customers and demos.
• Prospect, develop, and close new Guidebook customers in the education vertical.
• Own the renewals and upsell process for a portfolio of customers in collaboration with the Customer Success and Sales teams.
• Explore innovative ways to leverage the Guidebook platform to solve an array of important business issues for customers.
• Close renewal business on a quarterly basis and develop and win new add-on sales, while meeting and exceeding your quota.
• Analyze usage metrics to understand how the customer is using Guidebook, including evaluating product adoption.

WITHIN 6 MONTHS, YOU’LL:

• Sell the Guidebook vision to prospects through product demonstrations and target-specific initiatives.
• Collaborate with the Customer Success team to ensure a smooth and successful customer handoff process.
• Orchestrate and execute on a strategic plan and utilize Salesforce.com to manage your pipeline, stay organized, forecast sales activity on a weekly basis, and process contracts.
• Implement your own outbound strategies, from sourcing, to email copy and cold calls, bringing your learnings to the team with the intention to help iterate the outbound sales process as a whole
• Design a foolproof, and easily shared success plan to ensure organizational adoptions and expansion of our product.
• Share best practices to ensure your clients are maximizing their subscription.
• Begin working directly with your teammates to assess key team needs and work with your manager to bring those needs to life.
• Plot on-site visits with key customers and plan quarterly business reviews with clients to leverage Guidebook for global campus needs.
• Partner with product management to translate business needs to product requirements and craft new solutions for customers.

WITHIN 12 MONTHS, YOU’LL:

• Identify and implement process improvements to scale the role.
• Work to make the rest of your team better because they should be making you better too!
• Refine your priorities to focus energy towards the accounts with the highest growth potential - we want you to run your portfolio like your own business, because as a shareholder, it is!

Other Characteristics of the Ideal Candidate

• 4+ years experience in a high volume, quota carrying, sales role
• Excellent written and oral communication skills
• Creating and assessing reports in Salesforce.com
• Outreach.io skills, including Templates, Snippets, Sequences
• SaaS specific sales acumen
• Inside and outside sales experience
• Experience developing strategies, specifically in Higher Education (or similar) environments, on assigned accounts to fully leverage technology solutions.
• Representing the product in-person via trade shows, presentations and lectures
• Working knowledge of macOS and Google Apps suite (Docs, Sheets, Slides, etc)
• Sales training is bonus, such as Miller Heiman or other sales training methodology targeted at Enterprise sales
• Track record of leading projects from conception to closure, and experience leveraging internal resources to get things done.

PERKS:

• Full health benefits: medical, dental, and vision
• Unlimited vacation time
• Awesome company culture
• Make your workstation yours: we provide you with supplies to have an incredible work from home setup (and, if you’re in the Raleigh office, the ability to customize your workstation)
• Stock options
• Fun group/team outings like movie nights, games, and BBQ’s (if applicable)

If you want to help our team do amazing things, then we want to hear from you! Please send us a cover letter and resume.