Enterprise Sales Rep (Strategic Accounts Rep)
LifeLabs Learning is seeking an experienced Enterprise Sales Rep (Strategic Accounts Rep) to join our team. As an Enterprise Sales Rep (Strategic Accounts Rep), you will be responsible for identifying and nurturing sales qualified leads, leading discovery calls, and ushering strategic enterprise accounts through their first sale with LifeLabs Learning - bringing L&D to our new clients’ teams! With vertical market focus in both Financial Services and Healthcare, you will bring an acumen and history of working within these sectors as well as an Enterprise sales background where you’ve achieved success in large scale client environments with complex buyer processes including RFPs and diverse influence panels within the deal process.
A. Pipeline Development
Purpose: Identify and cultivate new business at the top of the funnel (e.g. leads, MQLs, and SQLs) by making timely recommendations and building genuine relationships.
Accountabilities:
- Identify, start and cultivate relationships with strategic target buyers (prospecting), practicing a relationship-focused and value-first approach as an expert L&D consultant.
- Collaborate with marketing, and other sales consultants, to identify new business opportunities within our existing prospect and client base (e.g. parent companies, other child companies, industry/geographic colleagues).
- Deeply understand each prospective client’s needs, goals, obstacles, organizational culture, and organizational structure.
- Monitor sales and client satisfaction results and share insights and proposals with the larger Business Development department.
- Collaborate with the Growth and Marketing team to assess our sources of leads and prospects and generate ideas for how to make our Enterprise business development strategy even more effective.
- Develop an understanding of Enterprise/Strategic accounts,key businesses, trends, challenges, and opportunities.
Success Metrics:
- Achieve sales targets for net new engagements with prospects and new sponsors
- Achieve a pipeline coverage ratio of 2x - 3x minimum for this month's target and 2.0x for next month
- Achieve an Efficiency Score (average deal size x close rate) of a 4 or above
- Average NSR score of 4.5/5 (N = PC met our needs; S = LifeLabs was simple to work with; R = I would recommend LifeLabs)
B. New Business Client Portfolio Management
Purpose: Convert prospects to clients by inspiring trust, sparking delight, and creating confidence in our clients that our partnership can turn their workplaces into practice labs for life’s most useful skills.
Accountabilities:
- Lead discovery and follow-up conversations with prospective clients on your own as a keen diagnostician, thoughtful partner, and subject matter expert on learning and development.
- Propose (and close) thoughtful and simple solutions to meet their needs.
- Follow up with prospective clients with value-adds and invitations to connect.
- Respond to prospective client inquiries within 24 hours of inquiry. Respond to all subsequent emails and team emails within 48 hours (or earlier if requested or as appropriate).
- Send all necessary materials on time and with accuracy (e.g., workshop descriptions, Program Plan, and program notes to Facilitators).
- Show up to all calls and meetings on time and send follow-up materials when promised.
- When leading virtual calls, have a strong internet connection, quiet space, presentable appearance and distraction/clutter-free background.
- Review on your own, and with your Role Sponsor, your Hubspot (CRM) metrics to keep learning and growing.
C. In Field Activity
Events are great opportunities for initiating and nurturing relationships with potential clients, and they also offer a learning opportunity to gain industry knowledge, stay updated with the latest trends, and learn from sponsor interactions.
Accountabilities:
- Attend on site key account meetings, Culture Club and other events (e.g. conferences, partner events, networking events) in your assigned geographic area (comp time available for after-hours events) to connect with leads, prospects, and clients.
- Leverage events and Growth initiatives as pipeline-generating resources by inviting target leads and prospects and following up with them accordingly.
- Represent LifeLabs with clarity, timeliness, energy, warmth, authority, and playfulness.
- Showcase the value of LifeLabs benefits (elicit ‘aha moments!) and encourage space for prospects to ask questions and share their thoughts.
- Respond to prospects’ questions accurately and clearly, providing useful client examples, research, or knowledge.
- Be prepared for events by doing research ahead of time and reviewing client-specific information from Hubspot. Have a strong internet connection, and quiet, distraction-free background for virtual events.
- Arrive at least 15 minutes early for in-person events and 5 minutes early for virtual workshops (unless asked otherwise)
Success Looks Like:
- Showcase the value of LifeLabs benefits and encourage space for prospects to ask questions and share their thoughts.
- Respond to participant prospects accurately and clearly, providing useful client examples, research, or experience.
- Be prepared for events by doing prep and research ahead of time client-specific information from Hubspot, all relevant supplies, a strong internet connection, and quiet, distraction-free background for virtual events.
- Arrive at least 15 minutes early for in-person events and 5 minutes early for virtual workshops (unless asked otherwise)
- Each project and initiative will also have its own set of success measures.
Enterprise Sales Rep Requirements:
- Minimum 7 years client-facing new business sales experience, preferably selling in Edtech, HR, L&D, Organizational Development, or a related field
- Knowledge of consulting techniques (e.g., asking open questions, framing a conversation)
- Strong written communication skills (particularly the ability to write clear and playful emails)
- Time management and organization skills
- Bonus: experience working in the tech industry
The deets:
- Start date: ASAP
- Location: Remote (can be based anywhere in the U.S.)
- Employment Type: Full-time
- Starting Salary: $100K -$130K starting base salary
- Starting salary matches your skills and readiness for the role assessed during the interview process.
- Compensation: salary + bonus (Success Share) + sales incentive plan
- Our compensation system is transparent and consistently applied throughout the company. As you take on new responsibilities, you can expect a yearly compensation increase, so long as you are meeting the role expectations #AlwaysBeLearning!
- Additionally, you will be eligible to participate in our quarterly Success Share program which is a 10% bonus on your eligible earnings when we hit our quarterly revenue target.
- You will also be part of a sales incentive plan.
- Long-Term Incentive Plan: As part of your compensation package, you will be eligible to participate in the company's Long-Term Incentive Plan (LTIP). Your equity grant will be commensurate with the Expert band of this role.
- Benefits: medical, dental, and vision insurance; flexible vacation policy, 10 federal holidays, 2 LifeLabs holidays, Kind Fridays (employees have the option to end work at 3pm local time on Fridays), and CLean Break (Paid Time Off benefit during the last week of the year), 401K match, team profit share, 4 Learning Days, dedicated peer coach, ongoing training, biannual team retreats, and more!
Want to know what to expect ahead?
Step 1: Complete the application and submit your video below.
Step 2: Complete a live demo (prep work required + 50-minute live demo over Zoom).
- Given that this role is client-facing, we’ll ask you to do a mock discovery call with us as a Program Consultant from LifeLabs. We'll be the client! You'll get a sense of the role and give us an opportunity to see your skills in action.
Step 3: Join an Expertise, Role & Values interview (60-minute interview over Zoom).
Step 4: Q+A with our Chief Sales Officer (30-minute interview over Zoom).
*Note: All live interviews will be recorded and erased after 3 years of the interview (so you can be automatically considered for future openings), or upon your request.
To start! If you're interested: please send us your resume, complete the application below, and send us a video recording (no need for high-quality video - a cell phone or laptop camera works great) with the answer to these 2 questions in the order that they are asked (max 2 minutes total 🙂):
- As a Sales Consultant, your primary contacts would be People Operations and HR professionals. What are some common challenges people in these roles face that a Sales Consultant would help solve?
- What are your high-level strategies (no more than 3) for closing an enterprise account for the first time?
*Please note: we only review applications that have all requirements submitted to ensure we’re maintaining a structured interview process for everyone.
