Director, Solutions (PreSales)

About Firstbase

Remote work is the biggest workplace revolution in history. Nothing will deliver a higher quality of life upgrade in the next decade. The biggest challenge is in providing the core infrastructure that makes going remote easy for companies. Firstbase helps companies setup, manage, maintain and retrieve all the physical equipment remote workers need to do great work at home.

We're a small and fully distributed team, currently spanning from the US to Belgium and we take pride in our ability to function as an effective remote-first organization. We offer market-rate salaries (including equity), a home office (via Firstbase), insurance, as many books as you could ever hope to read, and a tight-knit group of people passionate about creating for the future of work.

About This Position

We are looking to appoint a Global Director of Solutions (PreSales), who will bring a global consistency to lead a world-class team that not only architects remote work solutions for our customers but ultimately enables Firstbase to better close pipeline opportunities. You will drive win-rates, funnel velocity and provide extensive commercial leverage and accelerate growth-rates.

This individual brings extensive technical knowledge of the remote works industry including B2B and B2C value chains and has experience of a wide range of PreSales best practices, systems and tools (e.g. Salesforce and Vivun). You will be expected to be a global PreSales thought-leader GTM colleagues and ensure the evolution of the PreSales function towards a global support function is successful whilst maintaining close cross-functional collaboration, to ensure the successful execution of the GTM transformation roadmap. Building a world-class PreSales function will require the candidate to build out a dedicated team of experts which split approximately two-thirds for technical activities crafting solutions to customer problems (for which ownership is covered by this role) and complimenting the one-third of PreSales for commercial activities managing Deal Qualification and Value (ROI) Proposals. External benchmark data tells us these activities will have two to three times more impact on revenue generation than generating net new leads and therefore the right candidate can make a material global commercial impact. Although the role will focus on the ‘achieving the technical win’ part of the Firstbase sales process, it is likely the role will cover almost all parts of the buyers journey in some way including ‘Assessment, Onboarding and Short-term Post-sales Support’.

This is a remote position that can be done from anywhere in the U.S.

Salary Range: $150,000 - $165,000

Your Responsibilities will include, but are not limited to:

• Deep Dive Technical Discovery with Customers
• Planning / Architecting Customer Solutions & Design
• Technical Demos
• Overseeing Project Management Documentation
• Implementing Proof of Concepts for Customers
• Implementation / Testing and Delivery
• Customer Build / Set-Up
• Post Implementation Reviews / KPI measurement
• Anticipate customer needs based on common industry trends
• Managing, motivating and transforming a large pre-existing team
  

Success in this Role will be Measured By:

• Achievement of milestones to plan, in the context of GTM transformation roadmap
• Pre-Sales and CRM system and tool adoption to enable monitoring of funnel velocity and win-rates by Sales Operations
• Delineation of clear roles and responsibilities between Pre-Sales and Operations
• Crucial KPIs to influence and drive will include:
• KPI 1: Win-Rate
• KPI 2: Funnel Velocity
• KPI 3: Product Gap Revenue Impact
  

The person in this role will work extremely closely with our CRO, who has distinct but complementary Pre-Sales responsibilities including:

• Buyer Enablement & Value Engineering
• Establish Qualification Framework
• Pre-Sales Tooling owner (e.g. Vivun) to give Prioritization through ICP Fit / ROI Calculators / Speed through cycle
• Prospect Demo Automation
• Nurturing Bids
• Contract Renewal Pipeline Management
• Content, FAQs and Pitch Support
• Value Engineering Business Cases - Proof of Value
• Closed Loop Customer Feedback Collection
• Bidding, RFPs/Proactive Proposals/Renewals/Vendor Assessments
  

Role Requirements:

• 3-7+ years’ experience of leading Pre-Sales organizations
• Deep knowledge of SaaS industry best practice tools, systems and processes for PreSales
• Expert in technical solutions design, implementation, enablement and adoption
• Must have high business-level skills within Salesforce or similar CRM
• Experienced manager of building highly productive, large-scale and geographically diverse teams
• Experience in developing innovative strategies for driving engagement and adoption of technology solutions by customers
• Must have intellectual curiosity to learn the myriad nuances of Firstbase. The ideal candidate has some knowledge of B2B remote works, with a hunger to keep learning
• Highly analytical yet commercially astute to enable prioritization of valuable work and measure/monitor productivity and effectiveness of the PreSales team
• Strong verbal and written skills with a strong ability to articulate and communicate strategies and plans
• Understands and has experience navigating the intricacies and sensitivities of change management
• Must have comfort working in regulated businesses, where innovation and compliance, security and scalability must all work in harmony.

We’re committed to building a culturally diverse team and strongly encourage you to apply regardless of your location, background, race, gender, sexual orientation or any other personally defining attribute. We encourage every person who is interested to apply. We’re imperfect communicators, so think of our job postings as the starting point for discussion rather than proof that you shouldn’t apply. Take the leap - you never know, you might just be the perfect person for one of our open roles, even if you don’t match 100% of the job description.

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