Description:
Most B2B software companies make the mistake of expecting sales reps to just ‘get the deals in’ with the naive expectation that raw activity, individual sales heroics and the pressure of a quota, will create growth.
The result on the sales representative is more and more emphasis on making custom decks and sales pitches or reinventing the wheel with every deal instead of crafting and executing a proven repeatable sales approach and message. What started as a seemingly logical approach (hire great people, pressure them with a quota and trust their random instincts to get deals closed), results in a poor return on investment and an ineffective and unhappy sales force.
At Aurea, we turn this logic on its head. First, we don’t chase growth at the expense of quality or economics. Instead, we only feed our ISR team bottom-of-funnel inbound shoppers who are actively searching online for a solution to their problem. We limit the scope of our demand generation efforts so that we can mathematically predict the quality and quantity of bottom of funnel leads week after week. Then the SDR team screens these leads to ensure their fit and timeline to purchase and pass them to the ISR. The result is that each ISR has the quantity and quality of leads to keep them in front of high-quality prospects consistently.
Second, we seek to increase ISR effectiveness not by increasing activities but by focusing on the quality of every live connect. Our managers spend their time coaching on the detailed nuances of recorded calls, while our ISRs are rapidly putting those learnings into effect on the front lines. The result is a continuous loop of improvement where our ISRs get to spend their time doing what they love (engaging prospects) and Aurea benefits from a rapidly maturing and happy salesforce.
We are able to accomplish such a conversation-centered approach because we have aggressively automated every other aspect of the business. We eliminate the guesswork around what ISRs should do on their calls, resulting in consistent messaging, predictable methodology, and ultimately signed contracts and quality partnerships. Data continually proves the most effective processes, so we lock down those processes and allow ISRs to maximize their time on the phone educating prospects and winning customers.
Becoming an Aurea ISR means investing in the actual essence of effective sales: solving prospect problems by masterfully positioning a software solution as the differentiated anecdote to that problem. You’ll learn that here faster than anywhere else.
Key Responsibilities:
For each new demo, prepare a customized “What We Heard from You” slide based on previous call recordings and notes, along with corresponding probing questions
Conduct world-class demo calls using our proven demo outline which includes:
Crisp probing questions to find the prospect’s business pains
Pitch delivery guides to ensure you are positioning the solution as a differentiated solution to a ubiquitous problem in the industry
A compelling demo narrative that brings the software to life with real customer examples
Minimum requirements for talk time, interactivity, and duration to guide you to the most effective presentation format to then connect how Aurea solutions can help their needs, leading to next steps and ultimately signed partnership agreements.
Qualify deals according to the MEDDIC sales methodology and document that qualification in Salesforce
Use automated conversation intelligence in Gong.io to consistently improve the execution of your qualification calls.
Candidate Requirements:
Our ISRs are world-class customer-facing conversationalists who have the predisposition to educate and a commitment to detailed task management.
Bachelor’s degree in any field
3+ years of closing experience in a quota carrying role
Excellent conversationalist who drives conversations primarily through the intent to educate and challenge as opposed to merely the intent to build relationship
Meticulous task executor who can’t live with overdue action items
Native English (or equivalent)
Nice to Haves:
Prior customer support experience (L1 or L2) in B2B Software
What you will be doing:
Your first priority is to conduct world-class product demos that involve insightful questions to find out more about the prospect’s business pains and needs. The inbound meeting request will be screened and qualified by the SDR team and they will schedule the meeting on your calendar.
When on a live demo call you will follow the product-specific Call Outline (of course internalizing and personalizing it to make it your own) to learn more about the prospect’s pain, position our solution according to our “secret sauce”, and determine next steps with the prospect that ultimately leads to a signed contract.
close
QUESTIONS AND ANSWERS
How would you describe a day of work as an ISR at Aurea?
Your first priority is to conduct world class product demos that involve insightful questions to find out more about the prospect’s business pains and needs. The inbound meeting request will be screened and qualified by the SDR team and they will schedule the meeting on your calendar.
When on a live demo call you will follow the product-specific Call Outline (of course internalizing and personalizing it to make it your own) to learn more about the prospect’s pain, position our solution according to our “secret sauce”, and determine next steps with the prospect that ultimately leads to a signed contract.
What other organizations does an ISR interact with?
The ISR function works closely with:
The SDR team who is screening and qualifying the inbound leads and setting meetings on your calendar.
The Strategy team who is in charge of crafting and refining product messaging used in your demo calls.
How will the quality of my work be evaluated?
Our ISR team is evaluated and ranked on a few key metrics:
The number of new demo calls held each week
The quality score of your demo calls
The number of new contracts you get signed
What does success in this position look like after a year of work?
Being at the top of your team regarding your demo call quality score which indicates your ability to have the prospect leaving the demo thinking about their problem in a fundamentally different way because you successfully challenged their current approach. You ask the 2nd, 3rd, and even 4th question to turn a general understanding of the prospect's pain into a specific and quantified understanding of the prospect's pain. After a year, you should have become a master at conducting great product demos and execute a crisp and well documented deal qualification approach that facilitate consistent purchases week over week of that solution with prospects.
How much travel is required?
None - this is a 100% remote position!
What is the career path for an ISR at Aurea?
There are higher level ISR roles with increasing complexity of deals and compensation. There are also paths toward sales management if that is a direction of interest for you.
close
WHAT YOU WILL LEARN
As an Inside Sales Representative at Aurea, you will have the opportunity to exponentially accelerate your software sales career by honing your challenger selling skills across an ever-growing portfolio of products. You will be empowered to spend your time on the art of provocative and edgy selling, equipped with constant data-driven feedback and insight-rich coaching. You will develop into a sales professional who is able to apply proven world class sales methodology to successfully sell literally any product. No other role will set a better foundation for a successful and lucrative sales career.
Job Details
200k/year (60% base, 40% variable)
Work from anywhere
APPLY NOW
