We need to hire someone to help improve democracy by getting our product in front of people who are working at the heart of it. Democracy is multi-faceted, it’s complex, and parts of it are creaking, but that doesn’t mean that hope is lost or that people aren’t out there trying to make it better. Delib is part of that change for good and we want to continue to scale our work and its impact. To do that we need to hire an Account Executive.
What’s the job?
It’s B2B selling (to government), and the job involves all the things you’d expect from that, things that you’ll know how to do hands-down: approaching potential customers, building a case by matching customer needs with what can be delivered, providing top quality demos of products, closing the sale, and helping people with buying: formal procurement, contract shenanigans, all that good stuff. Where the job differs from most is the product and the market.
Delib produces digital platforms that help different bits of government to run ongoing democratic exercises. It’s not your average product and not your average customer base. To get to grips with this, we’re looking for someone who is skilled in bringing in new business - you absolutely have to be able to close - but you’ll also need to be able to build trust quickly, use your intelligence to put together the pieces of the puzzle to fit each sales situation, be consultative, engaging, consistent, with a strong work ethic and you’ll be able to maintain focus throughout a long sales cycle. We know you’re out there and we reckon you can do it.
Our customers appreciate that we sell our products in a helpful manner, grounded in an understanding of their organisation and the specific needs they have.
Who are you?
You have a few years experience in sales, preferably in SaaS/Digital, but definitely in B2B. You recognise the old traditional selling routes are showing their age. You want to sell products to people in a manner that doesn’t trouble your soul, and you're looking for a role and a company with a purpose that excites you and a place to flex and grow your skills.
You like to learn about new stuff, find oddly niche things fascinating, and aren’t afraid to ask - 'why?' Why haven’t things changed? Why do some people lose out? Why isn’t someone doing something about it? And to consider that maybe that someone could be you.
In an ideal world you’ll also:
- Generally prefer autonomous working
- Be up for learning about the world we operate in (tech for good, helping to improve democratic systems etc.)
- Be open to working with Delib staff in other territories, which can occasionally (once a month or less) involve early starts or evening calls
- Have the ability to explain complex ideas, simply
- Have a healthy respect for grammar, punctuation and proof-reading
- Like to problem-solve and find solutions to people’s needs
- Feel a bit itchy when someone uses business-speak, you’ll like using plain language
We need someone who is a doer and who is looking to get involved. We don't need a list of things we ‘should’ be doing; we want you to be an active participant. If there's a problem, at Delib we want you to be involved in making it better.
Delib’s sales operations are fairly mature at this point, there are role structures, processes and systems across all territories, but there aren’t quite enough of us to get everything done that we’d like. As such, this isn’t the right job for someone who plays by their own rules, we need someone who wants to absorb how we do things, who works collaboratively with colleagues and who can respect the processes in place and be able to build on them.
What is Delib?
Founded in 2001, we're helping our customers modernise democratic processes using digital methods, it's a very specialist thing to be doing, and we're a world leader at it.
We're a distributed company. Delib was founded in the UK, and management, engineering, legal and HR are still based from there. The majority of our staff are distributed across the UK, Australia and New Zealand.
This job can be performed from anywhere in the UK with a decent broadband connection.
The job is primarily based at home, but occasionally you will need to travel to see other team members and attend events.
Most of our staff work at home, but this doesn't suit everyone (for various reasons), so we can provide alternative working space if your local area has affordable space in serviced office suites.
Salary and training
This is a full-time role. The basic salary is £45k-£55k, with significant additional OTE.
We have an intensive sales and product training programme, delivered by senior members of the existing team. We expect people to be up to speed within 12 weeks, and then the fun begins - you’ll be given conversion targets and can start to build your pipeline of leads.
Following initial training, our Account Executives are expected to regularly educate themselves on product and market. There is scope for progression within the role and within Delib for people who perform well.
Sound interesting? Apply now with your CV and cover letter.
We like CVs, they're interesting in a formulaic way, but the covering letter is really where we can get a better feel for an application. We value knowing who you are as a human and it’s a useful way to see if you can write like one and get across who you are and why the role’s for you in a few short paragraphs - if that’s not a selling skill, we’re not sure what is.
Our hiring process involves a short phone interview, followed by a longer video interview, then a paid trial day, to determine a good fit for both parties.
We are looking to onboard this role in October 2022. First stage screening and phone interviews will take place during August 2022, with video interviews expected no sooner than September 2022.
We follow personnel security standards equivalent to UK Baseline Personnel Security Standard and you will therefore need to satisfy basic eligibility criteria/certain conditions of employment (e.g. nationality rules/right to work); and provide appropriate documentation to verify ID, nationality, employment and/or academic history, criminal record (unspent convictions only).