Enterprise Sales Manager
What we do
Overleaf is a social enterprise that builds modern collaborative authoring tools for scientists — like Google Docs for Science. We have over nine million registered users from around the world. Our primary product is an online, real time collaborative editor for papers, theses, technical reports and other documents written in the LaTeX markup language.
About this role
We are looking for an Enterprise Sales Manager to join our growing global team. The Enterprise Sales Manager role is a customer-facing position responsible for a range of enterprise sales and lead generation activities for the Overleaf business.
You’ll work to develop and implement your sales strategy, developing opportunities for growth through lead generation and management, and provide sales presentations & demonstrations to help close opportunities. Through your solutions based conversations, you’ll work closely with clients to develop your understanding of their needs and deliver proposals and contracts to address this. You’ll also work closely with marketing to generate the necessary sales collateral for client meetings and presentations.
What we're looking for
What you’ll be doing:
- Working with the Enterprise Sales Director to help develop an enterprise sales strategy for your assigned region;
- Actively seeking out new sales opportunities & leads to grow the existing pipeline;
- Following up & qualifying enterprise leads (from website, events, lists, etc.);
- Providing sales presentations and demonstrations to close opportunities;
- Developing and delivering proposals to negotiate the lead through to completion;
- Preparing contracts and documentation for closure;
- Keeping all records and CRM details updated;
- Delivering sales updates to the commercial team;
- Collaborating with internal teams to achieve results and provide customer feedback
- Attending industry events and delivering speaking sessions at industry conferences and events (Coronavirus permitting).
- A self-motivated individual, you display a high level of independent judgement and decision-making;
- We’d love to hear from engineers and scientists who have moved into sales, ideally SaaS or solutions-based;
- You have a demonstrable sales history where you have met or exceeded performance targets;
- You have a working knowledge of lead generation, pipeline management, and driving opportunities from prospect through to closure;
- You have successfully built and managed complex customer relationships;
- Experience with customer relationship management (CRM) software is required, Salesforce preferred;
- You have excellent verbal and written communication skills and are able to communicate your message to a wide audience and ensure understanding;
- You are curious and able to get to the core of what the customer wants, in order to deliver the right solution;
- Whilst you like to be part of a team, you’re self-motivated and thrive in an environment which is remote, agile and leads you to deliver client results;
- You’re a natural relationship builder and excel in building and growing relationships with both customers and colleagues through your integrity and approach;
- You have excellent time management, organisational, and project management skills;
- Experience with virtualisation technology (including Docker) would be advantageous, but is not essential;
- You are based in the USA in the EST time zone and are available for our core business hours which are 9am–12 noon EST.
Who we are
Overleaf was founded by two mathematicians who were inspired by their own experiences in academia to create a better solution for scientific collaboration and communication. Now we are a team of about fifty based mainly in the UK, Europe, the US and Canada. We were recently recognised as one of the UK's top 100 fastest growing businesses and as the Best SaaS for Nonprofits or Education in the 2020 SaaS Awards Program. Our vision is to be the go-to place for writing scientific documents.
How we work
Overleaf is (and was, even before the pandemic) remote-first — all founders and staff work remotely. We also have an office in Farringdon for those in the London area, and non-mandatory get-togethers a few times a year.
We encourage flexible working. Our core hours are 2pm–5pm UK time, during which our development and product teams have 10–15 minute daily standup calls.
We always collect user feedback and data to inform our work. UX team members work alongside product managers and data analysts to ensure users are the key Overleaf stakeholders.
We have a flexible roadmap that we review quarterly, which includes regular user-facing releases. Our Product team works closely with everyone in the company, from Support, to Finance and Marketing to understand every aspect of how we can best deliver value to our users. Our roadmap also includes initiatives driven by staff and quarterly hackathons to keep our learning fresh.
Our vision and values
Overleaf's success is driven in large part by the strong ethos and shared philosophy of our team. It's why we can support a community of over ten million users, who love the platform, and it's how we've grown rapidly into a sustainable, market-leading business.
In late 2018, with input from our whole team, we decided to write out a short set of core values for what it means to be part of Overleaf, and how we wish our company to be seen by our users, customers and partners.
It’s impossible for this short list to represent every value that’s important to each of us at Overleaf; we all have many nuances and individualities that make us who we are. Even so, there are themes that run across the whole team and underpin everything that we do, right through the company.
At Overleaf, we aim to be…
- Friendly, open and approachable — if we can help, we do.
- Collaborative and innovative — with a love of science & learning.
- Trustworthy and professional — but not corporate.
- Sustainable, scalable and reliable — both as people and in our tech.
- Making our users’ lives easier — by putting the user first.
- Remote-first and flexible — to working styles & personal lives.
We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
How we hire
The stages in our hiring process are typically:
- We will aim to update you on the status of your application within two weeks from when we receive it.
- We'll follow up by email (or sometimes schedule a phone call) with any questions we have about your application, usually around logistics, your ambitions and your expectations about the role.
- We'll schedule a more in-depth interview, which is typically followed or combined with a practical assignment. For the practical, you'll have the option of either completing a homework assignment, which requires about one hour of your time before the interview, or doing an exercise during the interview, if you prefer. The exercises are practical in nature, and you can use existing resources, templates, Google, etc., and ask us questions.
- We'll make an offer. We usually interview in batches, so there may be a short delay while we interview other candidates, but we will try to keep you informed throughout the process. If you have a deadline, please let us know in your application, and we will try to be accommodating.
- Remote and flexible working.
- You would join a small, dedicated and growing team.
- We're substantially (around 80%) open source, so your work will often be on open source.
- We're backed by Bethnal Green Ventures (https://bethnalgreenventures.com/) and Digital Science (https://www.digital-science.com/), through which we're part of a wider community of startups in science, health and ed-tech.
- Our London office is shared with several other Digital Science companies, so there's lots of interesting people to meet, and clubs and sports activities outside of work.
- You can pick your own equipment. MacBook Pro? Lenovo ThinkPad? Notebook and pen? However you like to work, we'll provide what you need.
- We provide a training budget; many of our staff choose to attend relevant industry conferences or buy training materials.
- We run a biweekly internal seminar series (show and tell) with short talks from staff about their work or personal projects, new technologies and techniques.
Please note that we use Digital Science Pinpoint for managing our open roles; by clicking above you'll be taken to Pinpoint to apply.