Sales Manager - Overleaf

Overleaf Enterprise; New York (NY); Remote; USD 60,000 - 100,000; Full time

Job summary

Join a pioneering technology company that is transforming the research ecosystem! As a Sales Manager, you'll drive B2B academic sales for innovative tools used by millions of users worldwide. This exciting role offers the chance to build strong customer relationships, conduct impactful product demonstrations, and collaborate with internal teams to exceed sales targets. With a focus on flexibility and remote work, you'll thrive in a supportive environment that values collaboration and innovation. If you're passionate about sales and eager to make a difference in the academic sector, this opportunity is for you!

Qualifications

• 5+ years of sales experience, ideally in SaaS or academic solutions.
• Proven track record in meeting/exceeding sales targets.

Responsibilities

• Manage and expand business within a designated territory.
• Conduct product presentations and close deals.

Skills

Sales Experience

Customer Relationship Management

Communication Skills

Negotiation Skills

Analytical Skills

Education

Bachelor's Degree

Tools

CRM Systems

Sales Prospecting Tools

Job description

Sales Manager - Overleaf (Academic)

Department: Sales

Employment Type: Full Time

Location: USA, East Coast (Home based)

Description

About us

We are Digital Science and we are advancing the research ecosystem. We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all.

We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us?

Your new role

At Digital Science we we provide innovative technology solutions that advance the research lifecycle – making processes more efficient, data more effective, and collaboration more seamless.

Overleaf collaborative authoring tools are used by scientists, engineers, technical professionals and students. Our primary product is an online, real-time collaborative editor for papers, theses, technical reports and other documents written in the LaTeX markup language. Overleaf is well-loved by its user base and community — a community which has rapidly grown to over 21 million users worldwide.

Writefull offers AI-powered writing solutions for students and researchers, including advanced language editing and research-specific paraphrasing. We are looking to bring a talented, experienced individual into the organisation who will take responsibility for continuing and expanding Overleaf and Writefull B2B Academic Sales, which include Higher Education institutions and institutional labs.

In this role you will be responsible for managing and expanding our business within a designated territory. The ideal candidate will have a deep understanding of our products and services, excel in building strong customer relationships, and possess a proven track record in sales. This role involves pre-sales prospecting, conducting product presentations, closing deals, and collaborating with internal teams to meet and exceed sales targets.

This is a remote, full-time role, based in the Central or Eastern time zone of the US. We encourage flexible working. Our core hours are 9am–12 noon EST. We would love to hear from candidates with a sales background ideally selling SaaS solutions in the academic and Higher Education market.

What you’ll be doing

Sales Prospecting and Lead Generation:

• Identify and locate potential customers or leads through research and targeting specific industries, regions, or demographics.
• Utilize prospecting techniques such as cold calling, email outreach, networking, and social selling to build a robust sales pipeline.

Product Demonstrations and Presentations:

• Offer product demonstrations and maintain a comprehensive understanding of the products represented.
• Demonstrate a deep understanding of the company's products or services, explaining features, benefits, and advantages.
• Address questions and objections effectively during presentations.

Client Relationship Management:

• Establish and nurture relationships with prospects and customers.
• Understand their needs and pain points, positioning products or services as effective solutions.
• Determine use cases and conduct tailored product presentations or demonstrations based on specific requirements

Sales Process Management:

• Negotiate terms, pricing, and contracts to find mutually agreeable solutions.
• Lead opportunities and the client journey through all stages of the sales process. Maintain accurate records of sales activities, prospects, and deals using Customer Relationship Management (CRM) systems.

RFPs and Tender Contributions:

• Contribute to the completion of RFPs/Tenders where required
• Collaborate effectively internally to ensure on-time delivery.

Market Analysis and Strategy:

• Monitor market trends and analyze competitor activities.
• Adjust sales strategies to align with agreed Go-To-Market (GTM) commercial/product strategy for the segment.
• Provide clear business cases to commercial directors for consideration in future strategies.

Performance Targets:

• Meet or exceed assigned sales targets or quotas as a key performance indicator.
• Stay informed and maintain a working knowledge of accounts' buying cycles and processes (e.g., procurement processes, budget cycles, and purchasing vehicles).

Collaboration and Feedback:

• Identify, articulate, and communicate client challenges to internal Digital Science (DS) resources.
• Formulate suitable proposals, solutions, or pursue significant upsells/new product sales.
• Support and contribute to the feedback loop by sharing insights from the field with marketing and product development teams to enhance products and marketing strategies.

What you’ll bring to the role

• Minimum of 5 years of experience in sales
• We’d love to hear from sales professionals ideally with experience with SaaS or solutions-based sales in the academic and Higher Education market
• Proven track record of meeting or exceeding sales targets within a designated territory.
• Strong understanding of sales processes and customer relationship management.
• Excellent communication, presentation, and negotiation skills.
• Ability to understand and explain technical products or services effectively.
• Proficiency with CRM systems and sales prospecting tools.
• Strong analytical skills with the ability to monitor market trends.
• Self-motivated with a results-driven approach.
• Ability to collaborate effectively with internal teams and contribute to RFPs/Tenders.
• Knowledge of the accounts' buying cycles and procurement processes.
• Ability to travel as required to meet with clients, expected to be 25% - 40%.

Living our Values

We invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective.

The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are:

We are brave in the pursuit of better

We are collaborative and inclusive

We are always open-minded

We are from and for the community

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status