Sales Representative

Sales Representative

Epicenter Innovation is a unique team of communicators, strategists, educators, and designers changing how public safety and emergency management approach innovation to enhance resilience. Our team supports emergency management- & public safety-focused technology companies with their business development, white-label training programming, and content marketing initiatives.

There is no "typical" day in our field. If you're new to emergency management, just think of how crazy things have been with COVID-19 this year and imagine that on a weekly basis; your day may involve a meeting with Silicon Valley executives, followed by a sales strategy meeting, then catching up with startup & enterprise-level prospects to determine their needs or close a deal.

If you thrive in a flexible, fast-paced work environment and enjoy working with a truly diverse team (business leaders, emergency managers, meteorologists, disaster response planners, trainers/speakers, and other thought leaders) this job may be for you!

Position Overview

Must be a self-starter and comfortable working with tight deadlines, aggressive targets, and an open working environment (fully remote, no set hours). Must be willing to undergo basic emergency management training prior to employment, if not already completed, to better understand the industry.

This position will be responsible for identifying, creating, and working new qualified sales opportunities through the point of close. You will be managing both inbound warm leads and outbound campaigns for your sales vertical by identifying new prospects, qualifying buying interest, and driving sales conversions with critical decision-makers through our sales process.

Your focus will be on generating/navigating sales conversations related to business development & marketing agency services for public safety clients. From proven sales systems and sales training to lucrative compensation structures and career growth, you will be equipped with everything you need to be successful.

• Full-time (40+ hours per week)
• Compensation: $75,000 to $85,000 (competitive base + generous commission)
• Virtual position (100% remote team)
• Benefits: healthcare, vision, dental, and life insurance coverage; fitness tracker reimbursement; desk/office stipend; monthly gym membership stipend (or ClassPass membership); professional development reimbursement; flexible time off
• Work directly with company Founder/CEO to refine sales processes based on performance (opportunity to be promoted to Sales Manager or Director of Growth within 18 months if successful in these areas)

Responsibilities

• Develop positive relationships & create value through consultative sales practices
• Establish and maintain a CRM customer pipeline with support from Epicenter Innovation's marketing and engagement teams
• Identify new opportunities, targets for growth, and quality leads to pursue with all identified organizations
• Own and manage pipeline of private sector sales leads & prospects
• Educate, strategize, and contact sales leads to set up meetings & highlight offers
• Document and communicate individual customer needs to Epicenter Innovation's operations & engagement teams to help prepare proposals and conduct appropriate hand-offs
• Stay organized and manage time effectively in order to complete daily goals (sales is a numbers game and we're here to win!)
• Upsell existing clients: create new & navigate existing "value ladders" to increase per-client lifetime value
• Monitor sales metrics & track targets based on company objectives
• Provide regular status reports to & create iterative improvements with management team
• Refine sales process & assist with design of future sales team growth
• Other day-to-day responsibilities include: use modern sales technology to manage efficiency & make iterative adjustments to strategies, provide quick follow-up via phone/email/social, make 50+ outbound calls per day, create & executive on strategy

Why You'll Love Working at Epicenter Innovation

• Competitive compensation & upward growth potential (uncapped earning potential!)
• Cool job - we've done work with Google, FEMA, the National Academy of Sciences, and other big names
• Awesome culture - we really are like a family (for better or worse)
• Great benefits & flexible time off
• Values & solution-driven
• Best in class - professionals from across the industry know the power of our brand & our services solve huge pain points for them
• Growth-minded - one of our most recent hires said this during his onboarding, "I've learned more in two weeks at Epicenter than I did during my last three years at my previous job."

Recommended Education & Experience

Epicenter Innovation is looking for a highly-accountable, results-driven salesperson with experience selling services to technology companies & other similar organizations.

• Minimum three years of sales experience
• Degree(s) in Sales / Business Administration or related field required; MBA preferred
• Certifications: Hubspot Inbound Sales, RISE Up Sales, etc. preferred
• Experience using the following tools is preferred: Pipedrive, Microsoft Office, Slack, LinkedIn, Mixmax, Monday.com
• Demonstrable experience growing a sales pipeline, nurturing and qualifying leads, and guiding prospects through a multi-step sales process

Must also possess the following...

• Ability to simultaneously follow a proven process while also being nimble/flexible
• Insatiable drive and appetite for learning and growth - always looking to learn and become more
• Resilience when facing rejection (this is sales after all you will be rejected often)
• Empathy toward partners and potential clients & be willing to walk away from a deal if it isn't a good fit (we are looking for someone who will protect our reputation/relationships even if it means losing a sale)
• Superior copywriting & email strategy skills
• Excellent communication and presentation skills - this position is 100% phone, Zoom, social media, and email-based
• Desire to own up to failure & not point fingers if/when things don't go smoothly
• Fast-paced thinking - ability to learn on the fly while making decisions with sometimes imperfect or limited information (should be comfortable with iterative design concepts and should position themselves as a learner at all times)
• Familiarity with government and/or other public-sector market tendencies, buyer behavior, and national "public-private partnerships" conversation
• Experience with prospecting research, persona & ideal client profile development/management
• Confidence using a CRM, sales tools, LinkedIn, etc.