The Company: Our mission is to make education affordable by helping institutions increase alumni giving. The idea started from our founders\xe2\x80\x99 own struggle with lack of scholarships when they were students. Watch this TEDx talk from Kalyan to learn more. We are a bootstrapped company that has grown to be a leader in the alumni software space in the US. We\xe2\x80\x99re slated for even faster growth on the path to become market leaders through a unique strategic partnership with Blackbaud (read more here & here) Our customers are universities and high schools and in most cases we\xe2\x80\x99re working with staff in the alumni relations and fundraising office at these institutions. The value prop for them at a high level is simple - \xe2\x80\x9cEngage more alumni and raise more money from them\xe2\x80\x9d. 90%+ of our customers are from the US currently but we\xe2\x80\x99re starting sales in UK and Canada this year so we\xe2\x80\x99ll start to see some more customer regions this year. Our team is based in India and USA. The India team is based in Bangalore and the US team is fully remote. The Opportunity: Almabase is looking to hire a Strategic Account Executive to close new sales in the UK Market. In this role, your goal is to help universities & high schools understand how to improve their Donor Pool using Almabase. You will be handed marketing qualified leads that are generated through various Inbound, Outbound, and Partner Channels. You will be responsible for handling that relationship until they sign a contract. Once they sign a contract, customer success will take over and help them succeed. While most of the sales happen remotely over Zoom, you will also have opportunities to represent the company at various conferences around the UK along with meeting potential customers. Our ideal candidate has at least 3+ year of B2B software sales experience and understands solution-selling to mid-market/enterprise customers. The majority of our team is based in India, we also have few AEs based in the US selling in-market. This is a hybrid job and you are expected to be at Almabase office 2-3 days in a week. Working Hours You are expected to work between 1 PM to 10 PM IST (UK Market) in a hybrid model office from Bangalore. WHY SHOULD YOU JOIN ALMABASE? Educational institutions are not the easiest to sell to. But that\xe2\x80\x99s what makes this experience challenging and unique. Over the years we have developed some of the best practices in our sales motions. In this role, you will get to play a pivotal role in the setting up the UK GTM in motion. Utilize your skills and establish yourself as a successful salesperson. Given the relatively small team, you can have an outsized impact. Knowing that the work you do every day improves access to education for millions of students is highly motivating - it\xe2\x80\x99s what keeps us going too. Responsibilities:

• KPIs - Number of new deals closed, $ revenue added, an opportunity to closed-won conversion rate.
• Handle qualification calls for new marketing qualified leads - Identify if the prospect\xe2\x80\x99s BANT (Budget, Authority, Need, & Timing) are in line with our expectations. It\xe2\x80\x99s critical to empathize with the prospect and make sure their goals are aligned with our service.
• Handle product demos for sales-qualified leads - Show them how Almabase can solve their challenges and achieve their goals. You\xe2\x80\x99ll also present pricing, according to their requirements.
• Handle all further conversations from product questions to contract negotiations after an opportunity is created to eventually close the deal and hand it over to the customer success team.
• Nurture all the marketing qualified leads in your pipeline with high-quality follow-ups.
• You will be supported by the rest of the team whenever you need assistance. Eg: if there are deep technical questions, a Solutions Consultant will join the call with you. The SC will handle the questions about the product roadmap on the call. If you need help with negotiating a contract, the Sales Director will join the call with you.
• Identify insights and pain points from conversations with prospects, and contribute to the product roadmap by providing active feedback to the product team.

Requirements: SKILLS & EXPERIENCE:

• 3+ years of B2B software sales (deal closing) experience to mid-market/enterprise customers.
• Excellent written and verbal business communication skills.
• Ability to learn quickly. Eg: learn the product, learn the market, learn solution selling methodology, etc.

WHAT WILL A TYPICAL QUARTER & YEAR LOOK LIKE?

• By the beginning of the year we\xe2\x80\x99ll come up with the targets for each quarter, in terms of the number of new deals to be closed, and $ revenue to be added.
• Based on the targets, you will prioritise the right leads to maximise your pipeline and close more revenue.
• You will participate in weekly deal reviews along with the CEO & Director of Sales to discuss and get tactical advice to drive closure.
• In the last two weeks of each quarter, we\xe2\x80\x99ll start working on goals and strategy for the upcoming quarter.

WHAT WILL MAKE YOU SUCCESSFUL IN THIS ROLE?

• First and foremost, you need to be good at building rapport with prospects. Relationship building is very critical to be successful as a salesperson in this market. Your prospects need to first trust you before buying anything from you.
• You need to get really good at solution selling. Our product is not a commodity with simple features. You need to be able to connect the prospect\xe2\x80\x99s needs, wear a consultant\xe2\x80\x99s hat, and provide the right solution to them. That\xe2\x80\x99s half the sale. You need to develop a good enough understanding of the product and the market to be effective at this.
• You need patience but you need to be proactive in nurturing the prospect to succeed in this role, it pays well to be patient in this role
• You need to be resilient, be ready to face rejections, and still keep going. Without an intrinsic motivation to perform well and constantly improve, this is a hard job. It will take time to succeed.
• You need to be disciplined and good at multi-tasking. When you have many deals in your pipeline at any time, prioritisation & context switching become critical skills. Otherwise, it\xe2\x80\x99s easy to get overwhelmed.
• How did the team perform in In 2023:
• Sales team did 150% of their 2023 target
• All the 3 AEs achieved their quota
• 2 of them did over 130% of their quota

HOW WILL WE SET YOU UP FOR SUCCESS IN THIS ROLE?

• We will provide you with detailed training to give you a head start in the world of alumni relations and educational fundraising. We\xe2\x80\x99ll also talk about our positioning, the competitive landscape, provide you access to hundreds of recorded conversations, and existing marketing materials. Our CRM is a treasure trove :)
• We will provide you with in-depth training into our product along with sandbox access to let you play around. The focus is for you to figure out how each piece helps toward solving the puzzle for customers.
• We\xe2\x80\x99ll walk you through our current sales playbook and sales enablement materials. We\xe2\x80\x99ll also do a deep dive on competitors and handling other objections, along with role plays to get you prepared.
• During the first 4 weeks, you will be invited to shadow plenty of sales calls just to listen in and understand how we go about sales currently. We believe everybody will learn different things from this process but it has worked very effectively in the past.
• We conduct 1 weekly standup of 30 mins with the growth team to focus being different each week. This allows you to stay aligned with SDRs, Marketing and understand overall growth goals.
• You will have a quarterly 1:1 review with the Sales Director to discuss your career goals and overall success, apart from regular mentoring.
• We will provide you access to the best SaaS sales resources and add you to a few SaaS sales communities so you can discuss with other people in similar roles - learn and teach at the same time. We\xe2\x80\x99ve found that this is the fastest way to improve your skills.
• Most importantly, we will help you set up a one-on-one casual chat with members of different functions of the Almabase team, so you get to know everyone well.

Benefits: This is what our team members enjoy the most at Almabase:

• Strong Culture: We have a culture that we\xe2\x80\x99re proud of. Read more on how our team feels about the company on Glassdoor (here). When you work at Almabase you get to work with amazing people that will help you grow to become the best version of yourself.
• Transparency & Trust: An environment that trusts each individuals\xe2\x80\x99 ability and creativity to achieve the best outcome for the team. High levels of transparency to help you get exposure to what\xe2\x80\x99s happening across the business.
• Great Salary & Equity: Along with competitive salaries, our top performers and leaders get stock options. As Almabase continues to grow, you\xe2\x80\x99ll have a real opportunity to create wealth for yourself and your family.
• More than just work: One big secret to our success (shhh\xe2\x80\xa6 this is just between us) is finding the balance between work and play. We have plenty of activities throughout the year that help build esprit de corps \xe2\x80\x93 whether they are intense cricket/football/basketball matches, or fun-filled music/dance/trivia/game nights.
• Food & Snacks: You\xe2\x80\x99ll never have to worry about your hunger pangs. We provide tasty home cooked food & snacks at all times of the day.
• Health insurance: We offer health insurance for you and your dependents.
• Mental Health is a Priority: Unlimited therapy sessions and mental health support to help you feel better, get better and stay better.
• Unlimited leaves & flexible work hours: There is no ceiling to the leaves or restraint to your working hours. Our only policy is that you use your good judgment.
• The comfort of home: On a tiring day, if you want to take a break on a bed or if you want to jog & take a shower at work or play your hearts our on PS4, you can do it all at Almabase.

If all of this sounds exciting to you, join us for an exciting and fulfilling ride at Almabase.