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Head of Outbound Sales
Zappi
location-iconBoston MA

Job DescriptionZappi is a fast growing advertising and innovation SaaS platform helping large enterprise companies in CPQ, QSR, FINSERV, TELECOM, TECH and other verticals such as PepsiCo, Verizon, SoFi and McDonalds pre-test new ideas and creative content before production. From new products, advertising campaigns, product names, logos, packaging or flavors, Zappi allows companies to dispense with bad ideas and improve on the good ones. Zappi is a series C funded company in business for 10 years with over 300 employees, operations across North America, EMEA and Asia Pacific, and with over 300 customers including many in the Fortune 1000.We bring together top expertise in applied statistics, data science, visualization, UX and engineering, along with the best minds in sales and customer experience to deliver a platform that allows non-expert users to make high-stakes decisions easily and confidently.To realize our vision we are constantly in search of people who will bring a different perspective, who will challenge our thinking, create value for our customers and apply themselves passionately to our vision and culture.The RoleZappis outbound program is not the same as typical high-volume outbound teams. We measure twice, cut once, meaning that we invest time researching ICP targets, mapping out the account with relevant Zappi personas, and use a mix of tactics, always with a personalized message, to drive engagement. While activity and productivity is important, Zappi is more concerned with outcomes, especially pipeline dollars created and closed/won opportunities generated from highly-qualified, high-quality meetings.The outbound team works in partnership with rev ops, demand generation team and the acquisition sales team to create all-bound opportunities from a mosaic of inbound and outbound touches that ultimately generates the last touch that converts to an opportunity.Reporting into our EVP, Global Sales, you will be responsible for building and managing a Sales Development team that generates new business opportunities through researching, engaging, developing and qualifying business prospects via outbound channels. The team will also work closely with our marketing demand generation team to validate and qualify inbound leads, run campaigns to maximize the success of other demand generation activities like trade shows, webinars, etc. Essential elements include:Hiring, training, and managing a successful team of SDRs (Sales Development Representative) that work across markets and account segmentsCollaborate with the sales and lead generation marketing teams and leaders to ensure full alignment and a seamless flywheel of MQL to SQL to sales opp conversion.Improve sales conversion by acting as a qualifying stage for outbound opportunities before investing more sales resources.Use detailed analytics from our world class sales tech stack approach to manage and report on outbound activity and results.leverage multiple channels and approaches to get our reps in front of the right people.Monitor and refine sales lead processes, metrics, and tools to maximize success of the BDR team - challenge the status quoCultivate an environment of teamwork, openness, creativity, and continuous improvement by leading a diverse team.Actively participate and initiate change projects in conjunction with sales and marketing leadershipWorking closely with BD leads to ensure SDRs are qualifying and booking successful meetings allowing the business to grow the new business pipeline and achieve revenue growth targets.Gather information on competitors, prices, sales, and methods of marketing and distribution to Provide market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideasWork with recruitment to build a talent pipeline to facilitate internal growth of the teams.RequirementsLead with empathy, foster psychological safety while leading people to achieve greatnessA clear and up-to-date understanding of the realities of prospecting into large organizations and demonstrable success in implementing multi-channel outbound strategies that actually drive desired outcomes - pipeline dollars and closed/won opportunities within our ICPExperience in leading diverse teams (no sales bro locker room culture)Talent and smarts to teach teams to create customized messages for every outreach and cadence.Proven ability to maximize the impact sales people make from their recruitment process through their lifecycle. Wed like to see a track record of 70%+ of reps hitting target, above average tenure and promotions up into the organizationSkilled balancing activity management, pipeline and dealflow to have a pulse on performance levers within a quarter and extending 2-4 quarters outA proactive cross functional partner with sales, marketing, rev ops, leadership and other go to market and product teamsUses data from marketing including intent data, website engagement, trade show event lists and other inbound touches to drive targeted outreachExpert in coaching around discovering business problems to yield efficient uses of both teams and customers times, and enabling the right deals to happen without sales tacticsInterested in consumers, marketing and data - experience in MR tech a bonus not a must Have a playbook, but know that there is no one size fits all approach and be patient in their discovery and then assertive in driving outcomes on the other sideExperience applying the MEDDIC discovery methodologyDetailed experience using SFDC, Pardot, Groove, Gong, Atrium, Clear bit, Zoom Info, LinkedIn Navigator and other modern sales stack tools to track and drive activity, results, insights and coaching opportunities.BenefitsCompetitive pay scales, benchmarked annually - we aim to pay well, so that you can do your best workUnlimited annual leave - minimum of 20 days per year + regional public/bank holidays + quarterly company wide mental health day offStrong focus on personal development - no questions asked $1,500 annually for books, courses, etc. Beyond that, a tailored approach to help you reach your personal goals and full potential (coaching, mentoring, conferences, courses)Remote flexibility - we embrace remote work fully while realizing the benefits of face time, with no mandated office days. We do like to get people together from time to time for in person workshops and optional social eventsHardware and tools to suit your needs, at the office and at home. Commonly:16 MacBook ProHigh-res monitor, keyboard, mouse, chair, call headsetAccess to expert mental health resources and accredited therapists through SpillWellbeing perks such as refreshments, yoga and cycle to work schemeCompany paid Life, AD&D, Short term & Long term disabilityImmediate access to Zappi's Health Insurance Plan (80% employer contribution, 60% for dependents)Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%Zappi is an equal opportunities employer and we consider our diversity to be a major strength. We maintain a constant dialogue with our teams and wider communities about how we can become a more inclusive place to work.

Full Time
job-detail-figure
Head of Outbound Sales
share-icon
Full Time
location-iconBoston MA
Job Description

Job Description

Zappi is a fast growing advertising and innovation SaaS platform helping large enterprise companies in CPQ, QSR, FINSERV, TELECOM, TECH and other verticals such as PepsiCo, Verizon, SoFi and McDonalds pre-test new ideas and creative content before production. From new products, advertising campaigns, product names, logos, packaging or flavors, Zappi allows companies to dispense with bad ideas and improve on the good ones.

Zappi is a series C funded company in business for 10 years with over 300 employees, operations across North America, EMEA and Asia Pacific, and with over 300 customers including many in the Fortune 1000.

We bring together top expertise in applied statistics, data science, visualization, UX and engineering, along with the best minds in sales and customer experience to deliver a platform that allows non-expert users to make high-stakes decisions easily and confidently.

To realize our vision we are constantly in search of people who will bring a different perspective, who will challenge our thinking, create value for our customers and apply themselves passionately to our vision and culture.

The Role

Zappis outbound program is not the same as typical high-volume outbound teams. We measure twice, cut once, meaning that we invest time researching ICP targets, mapping out the account with relevant Zappi personas, and use a mix of tactics, always with a personalized message, to drive engagement. While activity and productivity is important, Zappi is more concerned with outcomes, especially pipeline dollars created and closed/won opportunities generated from highly-qualified, high-quality meetings.

The outbound team works in partnership with rev ops, demand generation team and the acquisition sales team to create all-bound opportunities from a mosaic of inbound and outbound touches that ultimately generates the last touch that converts to an opportunity.

Reporting into our EVP, Global Sales, you will be responsible for building and managing a Sales Development team that generates new business opportunities through researching, engaging, developing and qualifying business prospects via outbound channels. The team will also work closely with our marketing demand generation team to validate and qualify inbound leads, run campaigns to maximize the success of other demand generation activities like trade shows, webinars, etc. Essential elements include:

  • Hiring, training, and managing a successful team of SDRs (Sales Development Representative) that work across markets and account segments
  • Collaborate with the sales and lead generation marketing teams and leaders to ensure full alignment and a seamless flywheel of MQL to SQL to sales opp conversion.
  • Improve sales conversion by acting as a qualifying stage for outbound opportunities before investing more sales resources.
  • Use detailed analytics from our world class sales tech stack approach to manage and report on outbound activity and results.
  • leverage multiple channels and approaches to get our reps in front of the right people.
  • Monitor and refine sales lead processes, metrics, and tools to maximize success of the BDR team - challenge the status quo
  • Cultivate an environment of teamwork, openness, creativity, and continuous improvement by leading a diverse team.
  • Actively participate and initiate change projects in conjunction with sales and marketing leadership
  • Working closely with BD leads to ensure SDRs are qualifying and booking successful meetings allowing the business to grow the new business pipeline and achieve revenue growth targets.
  • Gather information on competitors, prices, sales, and methods of marketing and distribution to Provide market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideas
  • Work with recruitment to build a talent pipeline to facilitate internal growth of the teams.

Requirements

  • Lead with empathy, foster psychological safety while leading people to achieve greatness
  • A clear and up-to-date understanding of the realities of prospecting into large organizations and demonstrable success in implementing multi-channel outbound strategies that actually drive desired outcomes - pipeline dollars and closed/won opportunities within our ICP
  • Experience in leading diverse teams (no sales bro locker room culture)
  • Talent and smarts to teach teams to create customized messages for every outreach and cadence.
  • Proven ability to maximize the impact sales people make from their recruitment process through their lifecycle. Wed like to see a track record of 70%+ of reps hitting target, above average tenure and promotions up into the organization
  • Skilled balancing activity management, pipeline and dealflow to have a pulse on performance levers within a quarter and extending 2-4 quarters out
  • A proactive cross functional partner with sales, marketing, rev ops, leadership and other go to market and product teams
  • Uses data from marketing including intent data, website engagement, trade show event lists and other inbound touches to drive targeted outreach
  • Expert in coaching around discovering business problems to yield efficient uses of both teams and customers times, and enabling the right deals to happen without sales tactics
  • Interested in consumers, marketing and data - experience in MR tech a bonus not a must
  • Have a playbook, but know that there is no one size fits all approach and be patient in their discovery and then assertive in driving outcomes on the other side
  • Experience applying the MEDDIC discovery methodology
  • Detailed experience using SFDC, Pardot, Groove, Gong, Atrium, Clear bit, Zoom Info, LinkedIn Navigator and other modern sales stack tools to track and drive activity, results, insights and coaching opportunities.

Benefits

  • Competitive pay scales, benchmarked annually - we aim to pay well, so that you can do your best work
  • Unlimited annual leave - minimum of 20 days per year + regional public/bank holidays + quarterly company wide mental health day off
  • Strong focus on personal development - no questions asked $1,500 annually for books, courses, etc. Beyond that, a tailored approach to help you reach your personal goals and full potential (coaching, mentoring, conferences, courses)
  • Remote flexibility - we embrace remote work fully while realizing the benefits of face time, with no mandated office days. We do like to get people together from time to time for in person workshops and optional social events
  • Hardware and tools to suit your needs, at the office and at home. Commonly:
    • 16 MacBook Pro
    • High-res monitor, keyboard, mouse, chair, call headset
  • Access to expert mental health resources and accredited therapists through Spill
  • Wellbeing perks such as refreshments, yoga and cycle to work scheme
  • Company paid Life, AD&D, Short term & Long term disability
  • Immediate access to Zappi's Health Insurance Plan (80% employer contribution, 60% for dependents)
  • Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%

Zappi is an equal opportunities employer and we consider our diversity to be a major strength. We maintain a constant dialogue with our teams and wider communities about how we can become a more inclusive place to work.

job-detail-figure
Head of Outbound Sales
share-icon
Full Time
location-iconBoston MA
Job Description

Job Description

Zappi is a fast growing advertising and innovation SaaS platform helping large enterprise companies in CPQ, QSR, FINSERV, TELECOM, TECH and other verticals such as PepsiCo, Verizon, SoFi and McDonalds pre-test new ideas and creative content before production. From new products, advertising campaigns, product names, logos, packaging or flavors, Zappi allows companies to dispense with bad ideas and improve on the good ones.

Zappi is a series C funded company in business for 10 years with over 300 employees, operations across North America, EMEA and Asia Pacific, and with over 300 customers including many in the Fortune 1000.

We bring together top expertise in applied statistics, data science, visualization, UX and engineering, along with the best minds in sales and customer experience to deliver a platform that allows non-expert users to make high-stakes decisions easily and confidently.

To realize our vision we are constantly in search of people who will bring a different perspective, who will challenge our thinking, create value for our customers and apply themselves passionately to our vision and culture.

The Role

Zappis outbound program is not the same as typical high-volume outbound teams. We measure twice, cut once, meaning that we invest time researching ICP targets, mapping out the account with relevant Zappi personas, and use a mix of tactics, always with a personalized message, to drive engagement. While activity and productivity is important, Zappi is more concerned with outcomes, especially pipeline dollars created and closed/won opportunities generated from highly-qualified, high-quality meetings.

The outbound team works in partnership with rev ops, demand generation team and the acquisition sales team to create all-bound opportunities from a mosaic of inbound and outbound touches that ultimately generates the last touch that converts to an opportunity.

Reporting into our EVP, Global Sales, you will be responsible for building and managing a Sales Development team that generates new business opportunities through researching, engaging, developing and qualifying business prospects via outbound channels. The team will also work closely with our marketing demand generation team to validate and qualify inbound leads, run campaigns to maximize the success of other demand generation activities like trade shows, webinars, etc. Essential elements include:

  • Hiring, training, and managing a successful team of SDRs (Sales Development Representative) that work across markets and account segments
  • Collaborate with the sales and lead generation marketing teams and leaders to ensure full alignment and a seamless flywheel of MQL to SQL to sales opp conversion.
  • Improve sales conversion by acting as a qualifying stage for outbound opportunities before investing more sales resources.
  • Use detailed analytics from our world class sales tech stack approach to manage and report on outbound activity and results.
  • leverage multiple channels and approaches to get our reps in front of the right people.
  • Monitor and refine sales lead processes, metrics, and tools to maximize success of the BDR team - challenge the status quo
  • Cultivate an environment of teamwork, openness, creativity, and continuous improvement by leading a diverse team.
  • Actively participate and initiate change projects in conjunction with sales and marketing leadership
  • Working closely with BD leads to ensure SDRs are qualifying and booking successful meetings allowing the business to grow the new business pipeline and achieve revenue growth targets.
  • Gather information on competitors, prices, sales, and methods of marketing and distribution to Provide market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideas
  • Work with recruitment to build a talent pipeline to facilitate internal growth of the teams.

Requirements

  • Lead with empathy, foster psychological safety while leading people to achieve greatness
  • A clear and up-to-date understanding of the realities of prospecting into large organizations and demonstrable success in implementing multi-channel outbound strategies that actually drive desired outcomes - pipeline dollars and closed/won opportunities within our ICP
  • Experience in leading diverse teams (no sales bro locker room culture)
  • Talent and smarts to teach teams to create customized messages for every outreach and cadence.
  • Proven ability to maximize the impact sales people make from their recruitment process through their lifecycle. Wed like to see a track record of 70%+ of reps hitting target, above average tenure and promotions up into the organization
  • Skilled balancing activity management, pipeline and dealflow to have a pulse on performance levers within a quarter and extending 2-4 quarters out
  • A proactive cross functional partner with sales, marketing, rev ops, leadership and other go to market and product teams
  • Uses data from marketing including intent data, website engagement, trade show event lists and other inbound touches to drive targeted outreach
  • Expert in coaching around discovering business problems to yield efficient uses of both teams and customers times, and enabling the right deals to happen without sales tactics
  • Interested in consumers, marketing and data - experience in MR tech a bonus not a must
  • Have a playbook, but know that there is no one size fits all approach and be patient in their discovery and then assertive in driving outcomes on the other side
  • Experience applying the MEDDIC discovery methodology
  • Detailed experience using SFDC, Pardot, Groove, Gong, Atrium, Clear bit, Zoom Info, LinkedIn Navigator and other modern sales stack tools to track and drive activity, results, insights and coaching opportunities.

Benefits

  • Competitive pay scales, benchmarked annually - we aim to pay well, so that you can do your best work
  • Unlimited annual leave - minimum of 20 days per year + regional public/bank holidays + quarterly company wide mental health day off
  • Strong focus on personal development - no questions asked $1,500 annually for books, courses, etc. Beyond that, a tailored approach to help you reach your personal goals and full potential (coaching, mentoring, conferences, courses)
  • Remote flexibility - we embrace remote work fully while realizing the benefits of face time, with no mandated office days. We do like to get people together from time to time for in person workshops and optional social events
  • Hardware and tools to suit your needs, at the office and at home. Commonly:
    • 16 MacBook Pro
    • High-res monitor, keyboard, mouse, chair, call headset
  • Access to expert mental health resources and accredited therapists through Spill
  • Wellbeing perks such as refreshments, yoga and cycle to work scheme
  • Company paid Life, AD&D, Short term & Long term disability
  • Immediate access to Zappi's Health Insurance Plan (80% employer contribution, 60% for dependents)
  • Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%

Zappi is an equal opportunities employer and we consider our diversity to be a major strength. We maintain a constant dialogue with our teams and wider communities about how we can become a more inclusive place to work.