We currently have $2.5M in ARR and aim to surpass $5M ARR in Q1 2019.
We currently have 5 AEs. By the end of the year, we will have 10-12 AEs and 1-2 Sales Managers. By the end of 2019, that could be doubled again.
- 2018: coach individual AEs and help create our sales playbook. Implement scalable sales processes, including training. Hire and ramp Sales Managers and AEs. Assist with key accounts as necessary.
- 2019: Manage 2-4 Sales Managers, and by extension our team of 10-20 AEs. Along with our VP of Marketing and VP of Customer Success, develop and execute our holistic plan for revenue growth.
- As a member of the executive team, participate in company-level leadership and strategy.
Our Sales Process
We have a barbell effect in our customers: ~20 enterprise customers with ACV in the $25K-$125K range, and ~150 SMB customers with ACV in the $2.5K-$15K range. Right now they are about even in ARR contribution, but we see much more growth opportunity on the SMB side.
SMB: The average initial contract is a $5,000 annual license, with the potential for upselling additional product modules both mid-cycle and at the time of annual renewal. Each AE has a $67,000 monthly quota (new/upsell/renew all included). Average sales cycle is ~8 weeks.
We have a team of SDRs, which report into the Marketing function at Feathr. Their sole focus is cold prospecting and outbound emails/calls to tee up demos for the AEs. However, we still expect new AEs to contribute to their own pipeline until they build up a sufficient book of business.
We have a Customer Success team that performs onboarding, training, and consultative support once a sale is closed. Individual CSMs are measured against churn/retention of their customers, and work closely with AEs to assist with both upsell and renewal.
This position will be in Gainesville, FL, with the rest of the company. Remote work is not an option. If you aren’t familiar, Gainesville is a hip little city with a highly educated population and a killer quality of life.
OTE of $250K with a large portion of that (and further upside) tied to overall sales performance. Equity in the range of 0.4%-0.8% vesting over four years.