Sales and Business Development Associate
About Us
Archipelo is a software development lifecycle (SDLC) data insights platform—that increases software security, compliance, and developer productivity. Archipelo provides a historical record of all coding events to proactively identify security and compliance risks—at the earliest stages of the software development lifecycle. This approach ensures secure coding practices, identifies potential threats, maintains compliance, mitigates AI-related risks, and enhances developer productivity, enabling the delivery of safe and reliable software. The company is funded by top investors in Silicon Valley, including the first investors of Google, Twitter, Zoom, LinkedIn, and Uber. Our team has backgrounds from NASA, LinkedIn, Facebook, Amazon, AWS, Cisco MIT, Harvard, Stanford, and Berkeley. Our company is based in San Francisco, California, but our team is all remote and globally distributed.
Description
We seek a Sales & Business Development Associate who will be instrumental in driving our growth by leading the sales process from inception to closure. As a key player in our team, you will be responsible for executing the entire sales cycle, from lead generation to closing deals. This includes identifying and reaching out to potential customers, conducting engaging product demos, negotiating contracts, and ensuring a seamless transition from prospect to customer. This role requires an ambitious, organized, proactive, and entrepreneurial individual eager to make an impact in a fast-paced startup environment. We seek a motivated, self-directed, and goal-oriented individual to join our team and drive our sales efforts.
Who Will Love This Job
The ideal candidate has the perfect mix of ambition, strategic and tactical mindset, and sales experience to make an impact. You are goal-oriented, organized, systematic, empathetic, positive, and confident. You are a natural hunter, qualifier, presenter, and negotiator. You are disciplined and feel comfortable working under pressure. You have a solid sales and/or business development background, with a passion for software sales.
Your organization and communication skills are top-notch. You naturally adapt to a fast-paced environment and operate with a high degree of ambiguity. You are hungry for success and always strive to overdeliver in your role. You are comfortable conducting high-level conversations with business stakeholders and customers.
Responsibilities
- Sales Process Management: Drive the end-to-end sales process, including lead generation, qualification, proposal development, and deal closure.
- Outbound Prospecting: Conduct research and proactively reach out to potential prospects via email, phone, and other channels. Engage with key stakeholders to generate interest in our solutions.
- Inbound Lead Management: Nurture and qualify leads obtained from various marketing campaigns. Convert inbound leads into viable sales opportunities.
- Sales Engagement: Participate actively in sales meetings, including demo sessions, proof of value (PoV) presentations, negotiations, and closing deals.
- Client Meetings: Conduct face-to-face meetings with prospects as needed to build relationships and advance sales discussions.
- Market Research: Conduct comprehensive research on new and existing markets to identify trends, opportunities, and competitive dynamics.
- Sales Documentation: Maintain accurate records of sales activities and opportunities in the CRM system. Ensure that sales process documentation is up-to-date and reflects current practices.
Minimum Qualifications
- Strong understanding of sales processes, market dynamics, and business development strategies
- Excellent organizational management skills
- Excellent interpersonal skills and the ability to communicate with key decision-makers
- Hands-on SDR/BD experience in tech industry
- Excellent presentation and negotiation skills
- Strong ability to analyze data and derive actionable insights
- Proficiency in using CRM tools and maintaining detailed sales records
- Proficiency in MSFT Word and Excel
- Fluent English—equivalent to native proficiency
Preferred Qualifications
- Experience with enterprise software sales
- Experience with cybersecurity or developer tools industry
- Proficiency with Hubspot
- Ability to travel