AE – PJ Fletcher – VP of Sales - InspectPoint Around 62 employees
PE Backed
Around 7M this year – 600 Clients
Only 2 or 3 players/competitors in the industry. It's their industry for the taking.
Almost entire company is remote. This hire can come from any time zone.
Intake Questions: He needs an Account Executive, net new sales hunter, someone with 3+ years SaaS experience. FSM (Field Service Management) experience is technically a pre-requisite.
Replacement position – not much done on it yet. Needs someone ASAP.
2 other Sales Reps in the company.
Duties and Responsibilities: Imagine you're walking down the hall a year from now with this person you hired and he/she has had a fantastic 1st year. What did they accomplish?
Met and exceeded sales targets: Looking around 700k/year Avg deal is 7k Sales cycle 45 days or a little less. Targeting companies with 3 to 4 sales techs up to around 10 technicians is the size of the company you'll be targeting. Set territory: might move into them next year. Round robin now so hunt wherever you want to. There are more than enough sales meetings that SDRs book for you, but you should also be hunting for more on top of that. 90 days is the ramp-up time (120 days max), then you'll be put on full quota. HUNTING: once ramped, you'll be taking 20 to 30 meetings (net new) on average a month because of the SDRs. Anything else on top of that, i.e., referrals and working the phones on your own would be great and is expected. Pre-Requisite in this hire is to have that hunter mentality and be motivated by money.
When interviewing – it's important to mention this. He doesn't want someone who just lives off the SDRs. Wants someone who wants more. There are Accelerators and the potential to make high earnings.
Compensation: Base: 115k to 130k base -50/50 upwards of 260k OTE. One AE is hitting the 300's now.
What are your top 3 priorities in rank and order of importance? Knows how to transact. Juggle 6+ deals at a time in the pipeline. Strong pipeline management and deal management experience. Competitive and proven track record. Doesn't need micromanagement. Background Needed in Candidate: Self-starter and willing to put head down for 90 days and learn. Really good work ethic. Needs to be hungry and willing to do whatever it takes to make a number. FSM SW – any kind is what he wants. Could be ERP as well. Construction management SW. Understanding the discovery process, where the gaps are, and how to hit a good discovery is essential. Interview process: PJ phone Zoom for an hour or so – deeper dive. May talk to a peer Then make decisions from there.
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