Sales Lead - Salesforce Consulting

Hi, future teammate!

We are a dedicated group of data nerds inspired by the extraordinary things that can happen when people come together as a community.

We partner with organizations that see community building as a core part of their work. Together, we build customized (and beautiful) data tools and strategies to make their work easier and more impactful. Our primary tool is Salesforce, and we work with clients to not only migrate their data and improve data management, but to make sure that what they measure is actually driving growth and impact. We’re now in our 10th year with 18 full-time team members.

What we look for in every OpenTenter - our five Core Values:

In this role, you will manage and develop key client relationships, and act as the primary point of contact for most client interactions regarding new business and renewals. Working closely with our founder and CEO, you will help us grow our revenue by building a new business pipeline of qualified prospects and partners, building relationships with nonprofits who need Salesforce and other systems support, and maintain and grow our relationships with our existing clients.

You will serve as a strategic partner for prospects as they evaluate and plan for new systems implementation and planning. You’ll help guide them through their process of evaluating different systems, allocating resources and staff, and choose a consulting partner. This is a highly strategic, relationship-driven role in which you will steward strategic relationships over time toward an initial sale and then several subsequent sales to the same client.

We are targeting a $10 million annual revenue size in the next five years. We believe we can get there through having dedicated and robust sales efforts, which includes maintaining extraordinary relationships with current clients.

As we grow, you would play a significant leadership role at our company, alongside our CEO, COO, and other members of our leadership team. We expect the responsibilities below to change somewhat over the course of that growth.

• Sales pipeline management + growth
  • Fuel New Business Growth:
    • Develop and maintain a pipeline of new clients signing on for OpenTent consulting and other services or products.
    • Proactively utilize social networks and CRM tools to generate leads, manage contacts and track deal flow.
    • Build and maintain a robust relationship with industry partners including and especially in the Salesforce ecosystem
    • Bring prospects through our sales cycle: qualify potential clients, conduct discovery calls, create and send proposals.
    • Work with our Lead Engineers to build Salesforce prototypes for sales purposes, as needed
    • Onboard new customers and set them up for continued future success by ensuring a smooth handoff to our delivery teams
    • Participate in speaking engagements and conferences to support new business efforts
  • Grow Existing Clients:
    • Meet with clients regularly to maintain relationships and track progress toward client success, while seeking to continually improve outcomes and overall client satisfaction.
    • Client advising / strategy work as needed and designed in collaboration with delivery teams and our Founder.
    • Identify new areas of opportunities to drive OpenTent’s value proposition and expand service offerings.

• Go-to-market strategy
  • Continually refine and share the value proposition of our core service offering by helping potential clients understand the benefits of OT’s subscriptions and share feedback with our team about market reception.
  • Develop sales materials and support creation of marketing materials.

• Marketing and external networking
  • Speaking Engagements + Conferences
    • Attend relevant industry conferences - 3 to 7 per year
    • Plan and present sessions relevant to OpenTent’s messaging and client/collaborator prospects.
    • Talent-related networking and representing OpenTent at industry events.
  • Creative Initiatives toward Brand Visibility and Industry Relationship Building
    • Develop other content-based and relationship-building opportunities (Subscription Seminar, Consultant gatherings, etc)

• 10+ open opportunities per month
• 2-3 key channel relationships with vendors/partners in our space
• Existing clients have a 90%+ renewal rate and a 30%+ increase rate per year
• CSAT scores stay at 9+/10
• Clear path to $10 million in annual revenue by the end of 2027

COMPENSATION

Compensation for this role starts at $100,000 plus generous commission. The Client Relationship Manager will be eligible for all of the great benefits offered to full-time OpenTent employees, including excellent no-premium healthcare, unlimited PTO, 401k matching after one year of service, team retreats, paid parental leave, continued professional development, profit sharing, and much more.

EQUAL EMPLOYMENT OPPORTUNITY

OpenTent values a diverse workforce and an inclusive culture. We encourage applications from all qualified individuals without regard to race, color, religion, gender, sexual orientation, gender identity or expression, age, national origin, marital status, disability, veteran status, and record of arrest or conviction. People of color; lesbian, gay, bisexual, trans and gender non-conforming people; women; and differently abled people are encouraged to apply. OpenTent is an equal opportunity employer.