About Us
Shorthand exists to empower teams to produce and publish beautiful transformative content radically faster. We're proud to count many of the world's most iconic brands and institutions as loyal customers.
Shorthand is a growing, investor-backed company with customers on every continent (except Antarctica), and there's never been a more exciting time to join our band of geeks with art and heart.
We're looking for a talented Account Executive for Product Led Sales (PLS) in the APAC region (Australia preferred) to join our Sales team on a fully remote basis.
What you'll be doing
The mission of Shorthand is to build a beautifully informed world. To do that, we need to simplify professional visual storytelling for the web, otherwise it will remain prohibitively complex for iconic brands and institutions to elegantly inform and inspire their discerning audiences.
Account Executives for PLS play an important part in the Shorthand strategy. The purpose of this role is to ensure the retention and growth of existing customers, to convert free and monthly self-serve accounts into annual commitments, and to land new business accounts that come directly from marketing (i.e., traditional inside sales).
The successful candidate will join our Sales team, and report to the Vice President of Sales.
In this role you'll:
* Become an expert in Shorthand.
* Partner with our Customer Success and Support teams to ensure customers are onboarded and trained successfully and kept healthy, productive and growing.
* Catalyse and expand the usage of the workspace, adding more teams and use cases by communicating the value of Shorthand beyond the initial stakeholders.
* Renew and expand commercial relationships with the customers in your book of business.
* Grow your book of business, by converting free and monthly self-serve accounts into annual commitments, and land new business accounts that come directly from marketing (i.e., traditional inside sales).
* Keep data within the CRM up to date and accurate at all times.
* Forecast pipeline accurately, including expected close date, projected deal size, and projected deal probability.
* Develop proposals and presentations to meet customers' needs.
* Negotiate prices and terms of sale with customers on behalf of the company.
* Follow up with customers after the sale to ensure they are satisfied with their purchase.
* Monitor customer satisfaction with current products or services to determine if adjustments are needed.
* Coordinating with other departments within the company to deliver high quality products and services to customers.
* Work collaboratively with Shorthand's Customer Success, Sales, Growth, Marketing, Product and Engineering teams to ensure successful sales outcomes leading to happy customers.
We are looking for someone who:
* Can demonstrate previous success with account management and product led sales including how they have engaged and expanded their contact base, influence, impact and revenue.
* Has utilised their internal team of colleagues to maximise customer expansion opportunities, effectively partnering with support, customer success, engineering and senior management.
* Is a savvy, customer-focused problem solver, with empathy in spades and always willing to go that extra mile.
* Is whip-smart, with exceptional attention to detail, demonstrably thinking through problems analytically and rigorously.
* Has outstanding written and face-to-face/online-meeting communication skills (we will be asking you to write your own Shorthand story as part of the recruitment process).
* Can learn fast and ruthlessly prioritise competing demands, and stay calm under pressure.
* Preferably has experience collaborating with diverse, geographically-dispersed teams.
* Gains deep satisfaction from helping others achieve their goals.
Experience and Qualifications:
* Experience in account management, customers success and/or product led sales.
* Solid understanding of the digital communications landscape.
* Excellent written and verbal communication skills in English (fluency in other major regional languages is a plus).
* Experience introducing new products to market.
* Proven track record of closing high quality deals.
* Technical aptitude and/or background in technology preferred.
* A consultative sales style and strong experience selling solutions in a fast-paced environment.
* Proven ability to sell collaboratively with multiple internal stakeholders and teams.
Personality Attributes:
* You are a proactive self-starter who does not need to be told what to do and will be resourceful to find solutions to any challenge.
* You are not afraid to get your hands dirty, but you're also collaborative and consultative
* You thrive in a fast-paced and demanding environment, and possess a high level of curiosity.
* You are an agile, goal-oriented personality, driven to succeed and always up for a challenge
* You are a supportive and proactive team player
* You love working remotely.
* You are tech savvy and will (and will want to) become an expert in the use of the Shorthand platform
Why work for us
We offer:
* Options for working your way: fully remote working, flexible hours, and an allowance for a co-working space if you prefer.
* The opportunity to work in a growing SaaS company that is still small enough that you can make a real impact.
* An allowance for setting up your home office, a laptop, and any peripherals you need to do your job.
* An Employee Option Plan for all team members.
* A Health and Wellness fund to support your healthy lifestyle, as well as access to coaching and counselling services.
* Paid parental leave if you are growing your tribe.
* A proudly a carbon neutral organisation, taking climate action with Trace as part of a broader sustainability strategy
* The base salary range for this position is $60,000 - $80,000 AUD, plus an equal variable component. Base salary ranges are determined by multiple factors unique to each candidate, including but not limited to skills, experience and local market benchmarks.
Shorthand's interview process
We value direct communication here at Shorthand and want to be transparent on how we hire. Our process involves:
* An initial Zoom screen: You'll have an informal Zoom meeting with the hiring manager to discuss your background, the role, and what led you to apply.
* A work task: We'll ask you to complete a take-home task, similar to the work you'll be doing in the role, using our software platform. This should take approximately 2-4 hours. This helps you to develop familiarity with our platform ahead of meeting with the hiring panel and helps us to verify that you'd be a great fit for the role.
* Interviews: You'll have interviews with the hiring panel over Zoom. This means you'll typically get to meet another 3 people from Shorthand, including our CEO.
* Final checks: The successful candidate will undergo a reference and criminal history check prior to us sending the final employment agreement.
Our workplace is 100% distributed and all interviews are conducted virtually. Please let us know of any reasonable accommodations you may need during the interview process.
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