About gaiia
At gaiia, we're building the leading platform for Communications Service Providers (CSPs) that truly care about their customers. Our core product is an operating system (OS) for telcos that manages billing, operations, automation and everything in between.
We're passionate about taking care of our people, and it's not just lip service. We want you to focus on your job while we care for everything else. We offer competitive pay and benefits, flexible 25 days vacation, attractive stock options, unparalleled transparency, and a 100% remote environment. We're excited to have you join us for your next career adventure!
About the role
As gaiia’s second Account Executive, you will be responsible for driving new business and exceeding sales targets in an early-stage environment. Our focus is the United States, though we're accepting candidates in the United States and Canada.
Your ultimate responsibility is to close deals - proving you can understand the nuances of the telecom industry and our buying personas to successfully manage complex enterprise deals. You must also be prepared to create enough pipeline to provide necessary pipeline coverage against quota. This role requires a proactive and self-motivated individual capable of operating in an early stage environment, ready to build the foundation of our sales efforts.
What you'll do
Pipeline Generation and Management:
- Develop and execute strategies to generate sufficient pipeline to meet and exceed a $1.2M+ fully ramped annual quota.
- Identify and qualify leads through various channels, including cold outreach, field events and conferences, networking, and inbound inquiries.
- Maintain a robust pipeline, ensuring consistent follow-up and engagement with prospects.
Sales Process:
- Conduct thorough research to understand prospects’ business needs, pain points, and how gaiia can provide value.
- Lead presentations, product demonstrations, and negotiations with multiple stakeholders within prospective organizations.
- Develop and deliver compelling sales proposals and contracts, effectively communicating the value of gaiia’s platform.
- Manage complex sales cycles from initial contact to close, ensuring alignment with the prospects’ buying process.
Customer Relationship Management:
- Build and nurture strong relationships with key decision-makers and influencers within target accounts.
- Serve as the main point of contact for prospects, addressing any questions or concerns throughout the sales process.
- Foster long-term relationships to identify upsell and cross-sell opportunities post-initial sale.
Industry and Product Knowledge:
- Develop a deep understanding of our platform, its features, and its value proposition for CSPs.
- Stay informed about industry trends, competitive landscape, and customer needs within the telecom sector.
- Provide feedback to the product team to help shape the roadmap and address market demands.
Collaboration and Reporting:
- Collaborate with the small but mighty GTM team to align on lead generation campaigns and sales enablement materials.
- Work closely with the customer success and technical teams to ensure a seamless transition from sales to implementation.
- Track and report on sales activities, pipeline status, and forecast to the leadership team.
Must-Haves
- Bachelor's degree in a relevant field (e.g., Business, Marketing) or equivalent practical experience.
- 5+ years of experience in B2B sales, preferably within the telecom or SaaS industry.
- Proven track record at the top of the leaderboard, of meeting or exceeding sales quotas, and experience managing complex, multi-stakeholder sales cycles.
- Excellent communication, presentation, and negotiation skills.
- Ability to operate effectively in an early-stage environment with limited support and resources.
- Self-motivated, proactive, and results-driven mindset.
- Willingness to travel 50% of the time
Preference For
- Strong understanding of the telecom industry and history of selling into related personas.
- [Advice] prospect the hiring manager to highlight your sales motion
- Previous early stage AE experience or AEs from similar companies to gaiia who have sold to ISPs in the United States