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About the job
Hivebrite is an all-in-one community management and engagement platform - We power communities, help them thrive, and maximize their impact. That's our mission.
Our SaaS platform serves customers across a variety of industries including higher education, non-profit, and corporate. Founded in 2015, today we count more than 900 customers worldwide - including Boeing, Kraft Heinz, Pokemon, Adidas, WWF, the United Nations, New York Stock Exchange; as well Stanford, MIT, Columbia, and Princeton Universities.
We employ more than 160 people across our offices in Paris, New York, and Sydney, and 30 nationalities are represented in our team!
In 2023, we won BuiltIn's Best Hybrid Place to Work in the US and in 2020, we were awarded five Great Place to Work labels, were recognized as a G2 High Performer, and won the International Prize by EY, SYNTEC Numerique, and TECH IN France.
And we have no intention of slowing down!
As a member of our US sales team, you'll play an integral role in building the foundation for our success, and help us build our core business working with higher education prospects in North America. You will represent Hivebrite and demonstrate relentless customer focus by managing all aspects of the client relationship, including prospecting, qualification, and driving the sales process through successful close.
You'll need to know the ins-and-outs of Hivebrite, be able to demonstrate our capabilities and benefits to our prospects, and serve as an evangelist within the marketplace. You'll have an opportunity to contribute significantly to our future success, and create many happy customers, with highly engaged and active communities.
? RESPONSIBILITIES:

• Hunter mentality - skilled at generating outbound leads through cold calling, blitzing, researching, and networking
• Demonstrates the functions and utility of products or services to customers based on needs in a client-facing environment
• Sell our solution with a consultative approach to demonstrate our value proposition, creating excitement and enthusiasm among prospects
• Understand customer needs; and to consult them on the value of the Hivebrite solution
• Negotiate complex deals
• Strategically qualify, build, and manage an accurate sales pipeline and forecast
• Qualify and nurture leads, to engage, grow and close a healthy sales pipeline
• Manage and track customer information, activities, pipeline metrics and accurate forecasts in Salesforce
• Cultivate lasting relationships with customers
• Consistently exceed monthly, quarterly, and annual sales quota
• Work cross-functionally bottom-up and top-down customer success, marketing, and product to provide key market feedback and help shape our fast-growing trajectory
• Participate in team building and company events
• Willing and able to travel, as needed

? REQUIREMENTS:

• 7-10+ years of successful SaaS B2B sales experience, 2+ years selling to higher ed
• Exceptional track record of success in closing new business and exceeding sales targets
• Prior experience in providing client-facing demos and the ability to learn new concepts quickly
• Excellent sales, negotiation, and persuasive skills; loves to compete and win
• Excellent interpersonal and relationship-building skills
• Excellent oral and written communication skills
• Strong financial acumen
• Strong team player and self-starter that thrives in a fast-paced environment
• Assertive, passionate, and takes consultative approach with internal and external stakeholders

? PREFERRED QUALIFICATIONS:

• Community B2B SaaS experience
• Familiarity with MEDDIC, or related sales methodologies
• Start-up / Scale up experience
• Bachelors Degree

? BENEFITS

• Competitive salary package + variable bonus
• Open PTO policy
• 11 paid holidays
• Matching 401K
• 16 weeks 100% paid maternity leave (12 weeks 100% paid caregiver leave)
• Employer contributions towards medical, dental, and vision insurance (95% for employee and 75% for dependents).
• Short-term disability, Long term disability, and basic life insurance covered 100% by Hivebrite
• FSA / HSA options
• Commuter benefits
• Flexible schedule and remote policy
• Yearly off sites (the last one was in Marrakech) ?
• An international work environment, with an office in Paris, New York and Sydney.
• The latest in Apple's equipment ?
• Check out our instagram page here to discover our team ?

? RECRUITMENT PROCESS

• A 30 minute phone call with our US Recruiter
• A 30-minute video interview with the Hiring Manager to better understand your experience and go deeper into the job description
• A 30-minute video interview with a Sales Leader
• A 30-minute value Interview with team members to dive deeper into the day-to-day and understand how your values align with Hivebrites'
• A 60 minute live / static demo presented to the team
• ? Our recruitment process lasts max 12 working days and we deliver a high touch recruiting experience

Hivebrite's Core Values:

• We believe in the power of Community ? - We strongly believe that communities can spark - and accelerate - positive change. We are passionate about empowering our customers to create impactful and thriving communities
• We are a positive force ? - We believe that a positive mindset leads to better relationships, resilience, and happiness. We bring enthusiasm to everything we do, inspire each other, and thrive on tackling challenges together
• We embody diversity and belonging ??????? - Diversity is in our DNA and is fundamental to our success. We share core values and embrace our differences. We value an open and inclusive working environment, and practice empathy. We're team players and we've got each other's back
• We innovate with purpose ? - We question the "why" and challenge the "how". We create solutions for today while designing our technology for the growing demands of tomorrow

Hivebrite's working principles:

• Caring and Inclusive
• Accountable
• Customer obsessed
• Company and team-player

INTAKE NOTES:

• Not really big tech companies - at HB they will have no SDR/BDR/Inbound support, deal sizes are smaller yet quotas are about the same. HB doesn't also doesn't have the same rep as the big companies, so Sales reps need to work harder. HB isn't a business need - it's a nice to have
• Job hopping - don't like to see ~1 year t more than one place. Ideally 2-4 years everywhere.
• What are the must-haves?
  
  1. SaaS, Demos, community industry exp (competitor)
     7-10+ years of successful SaaS B2B sales experience, 2+ years selling to higher ed
  2. Quota experience: 800k for the year, normally it's 650-750k but looking for larger opportunities there
  3. Average deal size: 30-100k, comfortable 20-30k minimum, 50k ideal, history of closing 6 figure deals
  4. HIGHER ED: 100% outbound
  5. More of an outbound role
     
     1. 50/50 for this role - more weighted to outbound, 25-75% - looking for hunters, looking for prospect
  6. Average contract length: 2-3 years
  7. Average sales cycle: 90 days, larger opps can be longer (6 months or so), ability to handle long sales cycles (6-12months or month)
  8. Land and expand experience: Yes
  9. Personality:
     
     1. Solution-selling
     2. relationship-building
     3. B2B SaaS
     4. Proactive
     5. Resourceful
     6. Eager and quick to learn
  10. Location preference?
      
      1. NYC area, Austin, Chicago
      2. No location preference - ideally tristate, austin, chicago
      3. Hire logic is based out of north or south carolin
  
  11. Compensation range/budget? What is comp/commission structure for an AE role?
  
  1. Average OTE of 2022: for this role it would be OTE 115-130k base + 108k bonus
  2. Quota attainment of sales team: (percentage of those who hit quota metrics out of total sales staff) we recalibrated to make more attainable
     People that they partner with:
     
     1. CEO, dept heads, board heads

1. During the screen - you need to ask competitors about noncompetes
   MUST ANSWER QUESTIONS:
2. Average deal size
3. Verticals they've sold into
4. % of farming vs hunting / net-new
5. % of inbound vs outbound
6. Did they have SDRs? If so, did they like it - how did they interact with them?
7. Why did they leave their last ~4 jobs
8. Are you a legal us citizen
9. years experience selling B2B SaaS solutions
10. how many years performing face to face demos?
11. how many years selling to enterprise organizations?
12. how many years to highered organizations
13. when would you be able to start?

Additional questions offered from Hivebrite:
What channels or methods are the most effective for you when finding prospects?
What do you find drives your success as an account executive?
26. What does your current sales process look like?
27. What are your best methods for identifying sales opportunities?
28. What makes an effective sales pitch?
29. What makes an effective presentation?
30. Describe your ideal prospect.
31. How do you persuade a prospective customer with doubts?
32. Give an example of how you've solved a customer problem.
33. How do you prioritize multiple accounts at a time? Why?
34. What's your method for building a successful business relationship?
35. Tell me about a time when you and your supervisor disagreed. How did you resolve it or compromise?
36. Tell me about a time when you worked with an unhappy customer. How did you remedy the situation?
37. What's the most challenging deal you were able to close?
38. What is your biggest win to date?
39. What do you do if your current customer tells you they're considering going to your competitor?
40. What's the most impactful feedback you've received, and how have you used it in your career?