Position: Head of Sales
Company: Fulcrum Rocks
Category: Sales
Experience required: 5y
English level: fluent
Published: 2022-05-01T00:00:00+03:00

Your first guess is that it’s going to be a smooth sailing trip, to become a captain of this battleship (yeps, not a ‘galera’). But it is definitely won’t be such since our plans for 2022 are significantly more ambitious. Basically, you need to upgrade the battleship into a nuclear aircraft carrier.

Your major goal? Create scalable processes, build sales infrastructure, optimize it for a predictable pipeline, bringing revenue in. 

** ⚡️ Responsibilities:**

- Monitor the pipeline movements (MQL→SQL→PQL→Negotiation→Won/Lost)
- Engage in sales activities of the high priority leads;
- Creating analytics on a weekly, monthly, quarterly basis.
- Create & update CJM for each type of Fulcrum client and create improvements on all steps;
- Manage & Mentor sales specialists;
- Align selling strategy with current COM & GPM of departments;
- Monitor & improve the customer experience from each channel;
- Improve or retain metrics on each stage of the funnel;
- Create modeling of sales for next quarter, based on previous;
- Creating a knowledge base for the Sales team;
- Improvement of qualification process;
- Creating & documenting processes for achieving goals;

** How to measure?**

- % of conversion on MQL→SQL→PQL→Negotiation→Won/Lost;
- The time between PQL → Negotiation;
- amount of VO qualified VS disqualified;
- amount of WON deals quarterly (Q2 → ~ 1 mil. in signed deals ~ 4 new projects);

** Must-have experience:**

- Advanced level of English;
- Previous experience in Outsourcing/Outstaffing companies (Sales, Account Management, Lead generation fields)
- Structured and coherent communication skills;
- Empathy towards clients needs and challenges;
- Managerial experience (from 5 people);
- Building systematic processes;

** How the team looks like:**

- SDR working on Upwork;
- SDR responsible for qualification of all leads (MQL→ SQL);
- Data researcher;
- SDR responsible for Outbound campaigns;
- BDM responsible for SQL → Won stages;
- Account Manager/BDM (on leads referred from existing clients);

** What we have to offer?**

- Generous salary & bonus system (during the interview, you’ll be able to ask about the system from current employees);
- Highly motivated team with eNPS of 85% in Sales Dept;
- Highly engaged Marketing department, engaged into Sales activities offering a range of support for the Sales team;
- Unorthodox & Innovative marketing campaigns, ongoing outbound process and stream of verified opportunities to work with;
- We take analytics seriously and want to improve it significantly (with your help);