Account Executive

Thousands of companies build better software products with the help of Canny’s customer feedback platform. As an Account Executive you will work primarily with Business and Growth tier customers. Currently we have a very healthy inbound pipeline and are looking for someone to help us grow our new business approach and channels.

We are...

• Fully remote with no office

• 16 people, spread across 5 countries (US, Canada, Mexico, Spain, Turkey)

• Bootstrapped (no outside funding) and profitable

This role is part of our GTM team, which includes Support, Customer Success, Marketing and Operations. As our only team member focusing on sales you will have a lot of freedom and trust to try new approaches with support from the wider team. We are looking for an experienced solutions orientated SaaS salesperson, who has owned a pipeline from prospect to close and onboarding and is looking to lead our sales vision! 

The main objectives of this role are:

Objective #1: Take over our inbound pipeline

Canny gets anywhere from 40-65 pre-qualified demo requests per month. You will;

• Give demos to qualified leads (Business & Growth tier), doing both discovery and demos in one ~45 minute video call

• Offer flexible availability to prospects, to facilitate deals from all over the world

• Nurture customers through the pipeline, to contract/negotiation/close

• Smoothly transition won customers over to customer success for successful onboarding

• Help us improve our qualification process, to only offer demos that are a good use of time

• Record demos and work with our product team to iterate on product knowledge

• Track feature requests in Canny, so our product team can reduce and unblock dealbreakers

• Work with marketing on ideas to increase the number of qualified inbound demo requests

Objective #2: Crack outbound sales
Historically 99% of our customers have come from inbound channels. Our growth is therefore limited to who visits our website and signs up for an account or demo.

• Brainstorm and execute on strategies to acquire customers via outbound sales

• Discover product/compliance blockers and communicate them to our team

• Identify the users of our competitors and pain points in their process

• Generally have a hunter mentality, positive attitude, and thick skin for rejection

Objective #3: Lead the sales vision for Canny

As this role is our sole sales team member, we are looking for someone who can execute on day-to-day sales but also has one eye on how to improve our approach to new business and growth. This includes, but is not limited to:

• Understanding key competitors in our space

• Update and craft current and future personas based on our customers to understand future markets

• Inside-sales with our Free, Starter and Growth tier customers to grow accounts

• Provide advice and guidance on our PLG pipeline

• Explore partnership opportunities, we already have a few in the pipeline

• When appropriate, and if you are interested there will be an opportunity to grow our sales team in the future.

Tech you’ll use every day:

• CRM: HubSpot

• Sales Automation: Apollo

• Customer Support: Intercom

• Call recording: tl;dv

• Video Calls: Zoom

• Team Communication: Slack, Notion, Missive (email)

We have flexibility and budget for additional tools, just mainly care that they are great tools, cost effective, and integrate with our existing stack (eg. HubSpot).

Compensation

• OTE $124k-156k USD, uncapped commission

• 50-50 split between base salary and commission

• Regular compensation reviews (conducted semi-annually)

• Equity grant

• 20 paid vacation days, 15 paid holidays, and unlimited sick leave.

• Benefits: medical, dental, and vision insurance

• In-person team retreats twice a year

Required Qualifications

• You have multiple years of professional experience selling SaaS software

• Experience managing a full sales cycle including your own outreach and pipeline generation

• Extensive experience working with a CRM, preferably Hubspot

• Excellent written and verbal communication, with the ability to simplify and translate complex ideas to different audiences

• Be a self-starter who bring solutions to the table - own your pipeline and be bold

• You are self-motivated and have strong organization skills

• You have demonstrated the ability to onboard and integrate with an organization long-term:

  • within the last 5 years, you've worked at one company for at least 2 years

• You are able to thrive in a fully remote organization

Preferred Qualifications

• You have experience in the feedback management space, or selling to Product Managers

• Experience with outbound sales

• Experience working with a remote team

• Experience training and coaching other sales people

Apply:

•  In your application, please submit your resume, an optional cover letter, and explain your motivation to join Canny (we genuinely value understanding why you're drawn to us!) and a 3 minute Loom video explaining why you are a great fit for this role!

• A heads-up: Every application is carefully reviewed by our team. Please answer the screening questions diligently to stand out and ensure your success. Candidates who don't invest time in the screening questions rarely advance.

• For some extra flair, share a link to your favorite GIF.

Location:

• This role requires working North American hours to serve our customers best and coordinate with the team. As such, we are only looking to hire candidates based in North or South America.