New Business Account Executive

About the role

Tailscale is at the forefront of creating innovative software solutions that streamline secure network connections for a diverse range of users, from individual consumers to large-scale enterprises. We are on the lookout for a dynamic sales professional to join our New Business team. This role involves managing the complete sales cycle and contributing to the development of our startup sales strategy, ensuring we effectively reach and serve our customers.

Key facts

What you'll do

• Identify and engage potential customers by pinpointing key decision-makers, articulating the value of our services, and facilitating a smooth adoption process.
• Perform thorough market research to understand customer trends and preferences, which will help refine our sales outreach strategies.
• Act as a representative of Tailscale at various industry conferences and take the initiative to organize local events that promote our brand.
• Provide support to customers across different time zones, ensuring their needs are met promptly and effectively.
• Keep precise records of sales activities, pipeline data, and forecasts using tools like Salesforce and Gong to maintain transparency and accountability.
• Collaborate with the marketing team to align sales strategies with ongoing campaigns and initiatives.
• Develop and maintain relationships with existing clients to encourage repeat business and referrals.
• Participate in regular training and development sessions to enhance your sales techniques and product knowledge.
• Work closely with the technical team to understand product features and capabilities, allowing for more informed discussions with potential clients.
• Contribute to the creation and refinement of sales materials and presentations that effectively communicate our value proposition.
• Engage in proactive outreach to potential clients, demonstrating initiative and a strong understanding of their needs and challenges.
• Monitor competitor activities and market dynamics to identify new opportunities for growth.

Requirements

• A minimum of 1 year of experience in a sales role focused on closing deals or prospecting, particularly in door-to-door or face-to-face sales environments.
• Demonstrated capability to independently source leads, manage complex deals, and guide technical stakeholders, including CTOs, CISOs, and VPs of Engineering, through the sales journey.
• A strong desire to innovate and improve upon existing sales processes rather than strictly adhering to established methods.
• A technical background or a keen interest in technology is essential for success in this role.
• Excellent presentation and communication skills, with the ability to convey complex information clearly and persuasively.
• A proactive mindset throughout the sales cycle; candidates are encouraged to reach out directly to the hiring manager to showcase their enthusiasm and fit for the role.

Nice to have

• Experience in a startup environment, particularly in the technology sector.
• Familiarity with network security solutions or related technologies.
• Previous experience using Salesforce and Gong or similar CRM and sales analytics tools.
• A network of contacts within the tech industry that could facilitate introductions and sales opportunities.
• Knowledge of sales methodologies such as SPIN Selling or Challenger Sales could be beneficial.

Skills & tools

• Proficiency in Salesforce for managing customer relationships and sales pipelines.
• Familiarity with Gong for sales analytics and performance tracking.
• Strong organizational skills to manage multiple accounts and sales processes simultaneously.
• Ability to adapt to new technologies and tools as they emerge within the industry.

Practical notes

• The compensation package includes a base salary, performance-based commission, and equity options.
• Employees enjoy comprehensive health, dental, and vision insurance starting from day one, along with employer-matched retirement contributions up to 0.75% of total compensation.
• A professional development budget of $1,500 USD annually is provided, alongside $500 USD for setting up a home office.
• Our parental leave policy offers 20 weeks for birthing parents and 16 weeks for non-birthing parents, promoting a supportive work-life balance.
• Tailscale embraces remote work flexibility, providing reimbursement for home internet costs and access to co-working spaces for those who prefer a collaborative environment.