What is Nooks?
Nooks is a platform transforming sales reps from manual laborers to scientists. With today’s technology, sales reps shouldn’t need to manually write hundreds of emails, research hundreds of websites/linkedins, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.
The problem
Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR’s in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams)In their day-to-day, SDR/BDRs spend time on 3 main activities:
Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demoCalling - Live phone conversations often have higher conversion than emails because they’re more personal, but there’s a lot more manual work involvedMost of the sales rep’s job can be automated with today’s technology: large language models, web scraping, automation, integrations, etc.
Nooks today
Our customers use Nooks for most of their day (avg ~3hrs/business day). Nooks currently owns end-to-end workflows around sales calls:
- AI dialer - automates the manual parts of the calling process: skipping answering machines, leaving voicemails, taking notes, logging calls, even figuring out what to say on a call
- Analytics - we record, transcribe, and analyze every call. Since these are all outbound calls with little context, these calls follow similar structure - opener, pitch, questions/objections, ask for meeting, etc. So we can answer questions like: “which reps struggle to book the meeting with prospects who showed interest” or “what are the most common objections across each of our key personas”
- Salesfloor - sales reps & managers can work together throughout the day, listen to each others’ calls, give real-time advice, coaching, shadowing, onboarding, training.
Teams that use Nooks often see a 2-3x increase in reps’ productivity within weeks! And we’re working on adding prospecting / research workflows (to-be-announced soon!)
The role
Responsibilities
- Product Enablement: Work with the Sales Leadership and Product to ensure the GTM team is well-equipped with the latest product releases and GTM messaging.
- Performance Measurement: Collaborate with Revenue Operations to measure and improve sales performance.
- Resource Development: Equip the GTM team with world-class resources such as battle cards, playbooks, and sales collateral.
- Onboarding: Partner with Sales managers to efficiently and effectively ramp new sales hires across various roles and geographies.
- Cross-Functional Collaboration: Partner with Sales, Product, Success leaders, and Marketing to democratize knowledge to the sales team.
Requirements
- 6+ years of relevant sales experience and a track record of exceeding quota (SDR / AE management experience a strong plus)
- Experience: 3+ years in sales and sales effectiveness roles. Experience in both is required. Strong preference for experience in a fast-growing SaaS startup environment. Deep understanding of sales plays, processes, and methodologies.
- Organization and Execution: Strong project management skills, able to hit milestones and drive results.
- Familiarity with Sales tech stack and experience with tools such as Outreach, Salesloft, Salesforce, HubSpot, or Apollo
- Change Management: Experience with change management and a passion for helping others succeed in sales.
- Poise: Engaging and capable of delivering inspirational and motivational training sessions and hosting events.
- Collaboration: Ability to build strong relationships with internal partners and effectively engage with Senior Leadership.
Bonus if you have
- Been an early AE at another startup
- Sold to sales leaders in the past
- Experience working as a Senior Sales Manager or Account Executive at a fast-paced SaaS company
