Lead Consultant - Sales ​

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Overview

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Reporting to Yapster’s Head of Sales, you will play a leading role in nurturing and closing new accounts.

Package:

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• Base salary of £45k and uncapped commission (OTE £90k - see appendix below )

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• 28 days annual leave

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• Opportunities for flexible working 

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• Regular social events and opportunities for personal development

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• Fun office in the heart of Soho

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About us:

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Yapster’s mission is to empower people working in roles traditionally underserved by productivity-boosting enterprise software. We’re already working with some of the best names around - think Ann Summers, Caffe Nero, Krispy Kreme, and Next - to do just that. 

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We more than doubled in size last year. Now, after closing a significant round of private investment, we’re gearing up for rapid growth throughout the rest of 2019 and 2020. With your help, our mobile messaging platform will be used and loved by millions of frontline workers across the world in the coming years.

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Based in the heart of Soho, we’re a friendly, fun team united by a passion for building a first class product and company culture. You can expect to work alongside brilliant people and join a fast-paced culture in which everyone relishes getting ‘stuck in’. 

Responsibilities and duties:

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• Helping the Yapster sales team meet company sales targets through:​

  • Delivering product demos

  • Representing Yapster at trade shows and external events

  • Signing new Yapster customers to e-licences for the Yapster service on agreed terms

  • Working closely with our teams to determine approach, strategy and develop and refine the proposition

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• Having opening conversations with potential customers (often at executive level) in person, by call or online

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• Building your network across the retail and hospitality industries

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• Closely monitor news and developments in our target industries and build your knowledge of these sectors

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• Ensuring our Salesforce is up to date and accurate

 

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Experience - professional: 

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• Minimum of 3 years experience in b2b sales - ideally in a startup or a SaaS company

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• Demonstrable ability to hit regular business targets

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• Familiarity with using CRM software - ideally Salesforce

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• You must love, and be confident using, technology

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• Experience in retail and hospitality sales is not essential but you must be able to show enthusiasm for working in these markets

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• Aptitude is more important to us than academic qualifications

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Experience - personal:

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• Confident, friendly and engaging - you must consider yourself to be a ‘people person’

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• Ability to work independently and show initiative

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• Adaptable and resilient

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• Excellent verbal and written communication skills

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See our video on what it's like working here >>

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Appendix 1:

Consultant KPIs & Compensation Plan

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KPI 1

 

£500k Annual Recurring Revenue in pipeline at ‘negotiating’ stage

 

 

Definition

 

£500k of ARR opportunities are in ‘negotiating’ stage of the Yapster sales pipeline. The £500k total must be derived from no fewer than 5 opportunities (i.e. 5 x £100k ARR deals. Sourcing a single £500k opportunity will not qualify, unless supplemented with 4 additional deals of any size)    

 

 

Weighting & Fequency

 

Ramp up during months 1-5, then ongoing - used as a leading indicator for KPI 2    

 

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>>>>>

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KPI 2

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£400k Annual Recurring Revenue closed per annum 

 

 

Defintion 

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The Lead Consultant has secured £400K of ARR for Yapster (via signed e-licences, usually on 3 year contract terms).

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Weighting & Frequency

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4% of total contract value (capped at 35% of first invoice to incentivise quarterly billing or better) - paid upon receipt of first cash from customer

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Appendix 2:

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Minimum requirements for Lead Consultant promotion to Sales Manager

 

The next role after Lead Consultant within Yapster currently is  ‘Sales Manager’ (£[60]k basic, plus [1]% of total deal values closed by Lead Consultants and Consultants under management (target ratio: 1 Sales Manager for every 5 direct reports)).

 

Applications for promotion to Sales Manager may be made to the Head of 

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Sales provided the following conditions have been satisfied:

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• The Lead Consultant has passed any probation within his or her employment contract

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• The Lead Consultant has delivered at least 100% of annual target in any 12 month period (ie all qualifying ARR must have been closed within the 365 days prior to application for promotion)

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• The Lead Consultant has mentored no fewer than 2 Consultants to the point of qualification for promotion to the role of Lead Consultant

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If an application for promotion to Sales Manager is successful, the Lead Consultant will support the Head of Sales in recruiting and promoting Lead Consultant and Consultant roles to backfill the vacated position and ensure the continued growth of Yapster’s business.

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​Diversity policy:

 

We aspire to build a team that properly reflects the communities we serve and welcome applications from people with diverse perspectives and backgrounds.