Sales Development Rep (French / English) - remote

Havr

Posted 4 years ago • "Europe",

SALES DEVELOPMENT REPRESENTATIVE

HAVR is a remote tech company that is a European leader in the fast-growing sector of smart access. HAVR has developed a unique and world-first LiFi critical access solution to streamline operations across Europe’s largest businesses.

HAVR pursues a B2B go-to-market strategy selling primarily through influence (i.e. through value-added resellers and distributors). Over the next 12 months, HAVR is looking to speed up our expansion in France before then moving across Europe. As such, we are looking for a Sales Development Representative.

The role entails: (1) owning and continuously improving the inbound lead qualification process, moving leads into and through the sales funnel, (2) handling outbound prospecting, (3) setting up sales qualified appointments and, (4) when appropriate, closing business deals.

A significant part of the sales process has been automated –but sales is about having a conversation with the right people.

You’ll be starting that conversation with leads by reaching out, taking them through the early stages of the pipeline and finding out which ones are a suspect with no intention of buying at all. You’ll get them ready to talk with Senior Sales or Leadership team members who shall close the deals. You’ll also be asked to close smaller deals in your own capacity.

At HAVR, your role will go well beyond being a mere “inbound lead qualifier” since you’ll also have to focus on generating qualified prospects using cold email, cold calling, social selling, and networking.

We count on you to make a difference. We will provide you with the resources and support to assist our customers effectively and take your career to the next level.

WHAT YOU WILL DO

Responsibilities include and are not limited to:

• contribute to providing the best possible customer &partner experience while hitting targeted individual objectives,

• utilize your sales skills to nurture leads and find potential customers &partners in your market,

• explore and analyse prospective customers and partners’ specific challenges and needs,

• stay on top of the minds of the qualified leads you’re working on using social media, email and phone,

• identify the readiness of Sales Accepted Lead (SAL) swiftly and ship them to a Sales Qualified Appointment (SQA),

• partner tightly with Sales Enablement &Growth Hacking and Marketing to ensure all qualified leads are followed-up and -through in a timely manner to secure the highest possible lead to won deal ratio,

• map targeted organizations’ decision-makers, identifying their purchase obstacles and understanding how our solutions could benefit them,

• promote and sell HAVR’ products &solutions to value-added resellers and distributors that primarily use remote interactions to limit the need for onsite meetings (“low touch –hi-tech approach”),

• with the support of Sales Enablement and other relevant teams:

–pitch our solution through engaging presentations and targeted product demos

–guide and assist prospective customers &partners through trials to ensure our value offering is properly perceived

• as support to Product and R&D, run in your own capacity or take an active part in technical calls where you leverage both your tech background and your comprehensive knowledge of HAVR’s offerings,

• when appropriate and sticking strictly to the corporate guidelines, negotiate contracts,

• actively contribute to ensuring a smooth transition to Operations,

• create &nurture executive relationships in your own right while positioning our Leadership team,

• develop SDR best practices to secure repeatable, additional opportunities across targeted lists,

• develop and maintain great relationships with our ecosystem as a whole (e.g. Analysts, Partners, Integrators, Industry Organizations, Influencers)

• gather feedback from customers &partners regarding product and service improvements and analyze their data to identify the best practices and improve customer experience

• identify opportunities for customers &partners to act as HAVR advocates (e.g. testimonials)

• actively participate in internal &external sales event planning (fairs, breakfast meetings, webinars, etc.),

WHO ARE YOU?

• We are looking for resourcefulness, accountability, determination, enthusiasm, teachability, problem-solving, patient listening, cultural sensitivity, positive attitude with a desire to help customers reach their goals, a good handling of pressure and ambiguity, results-driven mentality and attention to detail

• Inbound leads aren’t always easy, but they at least come to the funnel through some means of their own initiation. Outbound, cold-outreach leads are called “cold” for a good reason. You’ll often have to find business from (virtually) nothing and you’d better be tough as nails

• You’re a people person, good at engaging and adapting to all types of customers &partners

• 2+ years in a Tech Sales, SDR, Business Development, or another relevant client-facing role, preferably in a SaaS or software company

• You’re a native French speaker or you have an outstanding command of French. Great command of English is required. Good working knowledge of German or another European business language a plus

• Familiarity with CRMs, lead generation and document management tools is required (we use Pipedrive, Sales Navigator, PandaDoc). Experience with Intercom or similar useful but not essential

• Great communication skills, highly organized and able to multi-task

• Strong analytical skills, with the ability to translate data into documented insights

• Comfortable being in a startup environment that moves fast and wearing multiple hats

• Solid tech background. Educated to Engineering / Technical degree level preferred but not essential

• Experience in working with complex, matrix customer organizations

• Experience working with cross-functional teams (e.g. R&D, Product, Customer Success, Operations)

KEY SUCCESS INDICATORS

Success in the role will be measured according to a set of KPI’s that are:

• quantitative: number of sales accepted leads (SAL’s) and sales qualified appointments (SQA’s) you’re able to set up, annual sales targets, customer usage (e.g. retention, renewals, consumption),

• qualitative: product knowledge, client, team &opportunity management, customer &partner satisfaction (e.g. net promoter score, other feedback), team player

WHY BECOME AN HAVR’NGER?

• Well, we’re a high growth startup. That means a big challenge. It also means, big growth opportunities!

• We’re an international team of 25 explorers from all over the world. It means lots of excellent food, adventures and an English environment

• Competitive base salary and commission plan

• The role is home-based, with onsite training sessions and business trips throughout France and Europe

• Paid access to 3000 co-workings across the world.

• Regular social events to ensure it’s not all work and no play! Our latest team building was in Porto, Portugal

Watch our latest Havr’nger, Manon, who joined as SDR a couple of months tell you more about what it’s like working at Havr:

https://www.notion.so/havr/Manon-the-latest-Havr-nger-60e77f64e7484b11be4db5054b6be1b4

A LEAN HIRING PROCESS.

• Call/video conference with John (Head of Marketing &Strategy –Acting Talent Acquisition)

• Interview with Emmanuel (VP, Sales –Hiring manager)

• Interview with another member of the Leadership team (possibly Simon, CEO &co-founder)

• Meeting in Paris and Compiègne with the fantastic HAVR’ngers’ team

If you are ready for the challenge, we want to hear from YOU! Please send your resume to Emmanuel REMY, VP Sales – careers@havr.io.

Thank you for applying to HAVR! We aim to respond as promptly as possible to your application and make the whole process lean and handled within no more than four weeks after receiving applications.

ABOUT HAVR

HAVR’s flagship Brightlock product is a flexible, secure and powerful solution for smart access applications in a B2B environment. It’s the only smart lock to combine enterprise-strength scalability with a simple, intuitive, consumer-grade user experience. With Li-Fi, Brightlock generates and shares in real-time unique light signals that any user’s smartphone flash can use to unlock doors quickly, easily and in complete security. Created in 2017, HAVR now has 20+ team members spread across Europe. Brightlock is already in use or being evaluated by more than 20 blue-chip organisations.

Looking further ahead, HAVR has a vision of its smart access solutions as the cornerstone of a new era of frictionless operations that power the world’s economy.

Find out more at www.havr.io

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