🙋♀️ Hi there!
I’m on the lookout for ambitious sales people to join our AdTech Business Development team and build something big together. BDMs who want to develop into successful Sales Rep or BizDev leader over time.
🧑💻 Who I’m looking for
Skills:
- Proven success in B2B business development, prospecting part of sales, or similar areas.
- You’re fluent in English enough to comfortably do cold outreach over email, video or phone.
Mega bonus: If you’ve worked in the advertising or marketing field.
Character:
- Proactive, autonomous, result driven. For ex. following up on deals you generated and learning why some didn’t close.
- Creative and personal to grab attention. For ex. knowing how to research to personalize cold outreach, or a request to travel to a meet-up where you can meet our ICP.
You live in Czechia or Slovakia, willing to work remotely, in office or hybrid.
🎀 What you will be selling
Do you know how you sometimes see ads and it’s the most random item? Or you click a product you want to buy and there’s only the last size available that doesn’t work for you? That’s part of what we’re solving.
Ecommerce advertisers use Google, Meta, Snapchat, TikTok to put product ads in front of people. The results are of course great. Those companies use AI. However, they’re not the smartest in everything. On average, 80% of an e-commerce retailer’s impressions will be spent on just 5% of their catalogue. (Study conducted on $1B ad spend)
✨ That’s the magic behind ROI Hunter’s PPM (Product Performance Management) platform! ✨
We connect Ad channels, Analytical data, Business data (Margins, Returns, etc), and give analytical insights that retailers didn’t have before. PPM platform enables e-commerce retailers to separate their good products from bad, in real-time. When every department understands true profitability and cost, marketing can know what to promote, and commercial teams can know what prices to set, what to discount, and what to repurchase. This is how we influence now 2.3% of online transactions!
🧠 BizDev Philosophy
Business Development in 2014 and 2024 are 2 different worlds. For most of the businesses cold-calling 80 people a day is not working anymore. *But I will also not tell you “No”. If this is how you make your pipeline and it works - go ahead and make that 💰. I’ll be happy to be wrong.
If you have heard of CDRs (Community Development Representatives), you might know what I’m talking about.
This takes a lot of the heavy lifting out of the CDR’s research, so they can focus on their ultimate goal: to build a relationship, and providing real value to a prospect. After all, communities exist for you to build value with, not simply extract value from.
Values I’d like to align on:
- Purpose. The main BD goal is to secure a qualified sales meeting. However, this is not something to aim at any cost. BDM is a person who understands the landscape of the ICP’s domain, and the solution they sell and aims to find a middle ground between the two.
- Relationships. Sometimes there’s no middle ground. Then your job is to steer the prospect to what would add value in their work, even if it’s not us. Think consultant and not a salesman. Our ICP (e-commerce marketers) are moving often between jobs. The genuine connection you made last year, will have you on top of their mind once they join the right fit company.
- Curiosity. You need to want to genuinely help the prospect. It’s hard if you didn’t work in e-commerce adtech before, I understand. However, when you understand the goals, pain, KPIs etc. of the ICP you’ll be able to have more deep & relevant conversations. As well as learning new things in your domain. Which manual things bring a lot of value and what can be automated. Your education in this will be supported, but it will be nothing without inherent curiosity.
- Openness. Clear communication and candid feedback. Voice the things that work and things that don’t work. Be that methods, systems or relationships. There’s no repercussion for trying to change things for the better even if it makes us look at the uncomfortable. As I often tell my team: “Say your opinion. The worst thing that can happen is that nothing will change”.
Our product is a newer category that we created. Buyers might not be even aware of the problem they experience. Being able to relate to their world, and nurture relationships will give you longevity. And, frankly, support your pipeline should you change to another ecommerce-icp tech.
💶 Salary + Commission
Your salary = Base + Sales Accepted Meetings Booked + % of Retired ARR
- Base salary 65.000 CZK / month, higher amount negotiable for candidates with senior experience
- Quarterly performance bonus #1 = $$ paid for each qualified meeting booked. Avg. after onboarding is 5 meetings/month. No minimum, not capped.
- Quarterly performance bonus #2 = $$ paid from % of the deal that have closed & invoice was collected. You have a yearly quota, and payouts are done at 25/50/75 etc %. Also uncapped.
- The longer you stay with us, the more you get from the bonus scheme.
Plus the usual perks like: 25 vacation days, 3 sick days, multisport card, 1 massage or physio / month, edu budget, etc.
🔨 Your work & Career
Practically, what tools you’ll be using:
- Hubspot
- Gong
- Cognism
- LinkedIn Sales Navigator
If you need some other tool that would make a difference - request it!
Apart from that, I expect you to use a lot of common sense, human decency and creativity.
Out & In Bound
Your job will not be completely cold outreach. We have marketing campaigns and brand awareness that bring in sales requests that you will be processing. As well as we track the engagement of prospects with marketing content (newsletters, ads, website, etc) so you can be also focusing on “warmer” accounts/contacts for prioritization.
You will have an onboarding plan. That’s it.
Just kidding. There’re both concrete deliverables as well as soft skills observation plan for the first 3 months (trial period) as well as beyond that. You will have a document to understand what good looks like.
In order to understand what we do quickly you will have a playbook (domain knowledge, positioning, product functionality, etc.), helpcenter materials (more technical on use-cases), one-pagers, pitch decks, video explanations, and similar.
- Remember how you’ll have an onboarding document? It also extends to what KPIs and abilities you should demonstrate to proceed in your career. It’s very frustrating not to know how to get to the next step. Not here.
- Apart from your main KPI of qualified meetings, we’re also observing conversion rates to commercial negotiations and winning deals. This matters because as you gain more experience you can choose to focus on quality or quantity. As long as the math makes sense I do not care how you get to your numbers.
- As you develop in ROI Hunter you’ll have a few career directions
- Leveling up in Business Development. You can progress in more senior and strategic positions, or even lead a department.
- Transition to sales team. Which is the most classical career path.
- Manage partnership channels or become a marketer. BizDev's skillset is very diverse. If over time you realize you have a better comfort somewhere else, this is all just fine. We like internal hiring and promotion.
🫰 Team & Company
Working with:
Hi, it’s me, Olena!
VP of Demand Generation
This is Sam!
Senior Sales Manager, EMEA
This is Gabriel!
Senior BDM LATAM & EMEA
Heya, I’ll be your direct manager. My role is to create an enviroment for you to succeed. I’m providing onboarding, structure, answers, and daily coaching, help with processes, create workarounds to work on more impactful projects and supervise your pipeline and development as a professional.
Sam is a seasoned sales professional who will be helping you with your specific activities in the region. You’ll be discussing account plans and receiving sales coaching. If your ambition is to become a sales manager, listen to him carefully!
Gabriel will be your buddy and probably your closest colleague from the start. He walked the mile in your shoes already. He’ll be able to advise and support you, as he’s almost 2 years in the company.
Who you’ll be ALSO working with:
VP of Sales, Head of Brand and Content, Product Marketing Manager, and a lot of other amazing & insightful people. During your onboarding, you’ll be meeting all heads of departments too. While we have an official hierarchy of job titles and positions, we’re socially very flat structured. You can chat with the CEO on what he thinks about your pitch!
