For companies:
For professionals:
For everyone:
For developers:
Responsibilities
Demos & Discovery:
- Run live, tailored demos via Zoom, led by the prospect’s needs.
- Use BANT discovery to understand goals, decision-makers, current tools, and timing.
- Make a clear, honest case against competitors and against “we’ll use what we already have” (SharePoint, Microsoft 365, in-house tools).
Deal Ownership & Follow-Up:
- Own every deal from demo to close.
- Send a recap the same day.
- Always agree a clear next step.
- Deliver everything promised (trial access, answers, proposals) on time.
- Ensure no deal goes quiet on your side.
Trials, Activation & Buying Groups:
- Get trial accounts into real use, specifically the first login, first content, and first team members invited.
- Step in early when a trial stalls.
- Equip your champion with proposals, written answers, and product walkthroughs when the decision-maker is not on the call.
- Join follow-up calls when useful.
Handover & Expansion:
- Retain responsibility for a deal until three gates are met: a specific plan agreed, the implementation shape confirmed (guided or self-led), and billing set up and confirmed in writing with the customer.
- Hand over to the Account Manager with full context regarding what they bought, why, who is involved, and what was promised.
- Lead expansion during a customer’s first three months, then support the Account Manager.
Pipeline & Feedback:
- Keep HubSpot accurate and current, including deal stages, next steps, close dates, and lost reasons.
- Share objections, loss reasons, and product gaps.
- Help improve sales materials and the playbook.
Working Methods:
- Utilize automation and AI to support the sales process.
- Review, correct, and personalize recorded call summaries, follow-up emails, proposal decks, and daily task lists before they are sent.
- Maintain accountability for every word a prospect receives.
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