Our client has developed an AI-powered Saas platform that assists steel producers and manufacturers in increasing their margins by enabling them to understand how the same output of steel can be produced using various raw materials, which are subject to highly volatile price fluctuations.
Approximately 70% of steel production is allocated to raw materials. This is an industry already operating on razor-thin margins, so optimising these costs significantly impacts these producers’ bottom line. This presents an opportunity to enhance efficiencies in one of the world’s most vital industries.
Following significant growth driven by founder-led sales and the COO, it is now time to expand the team by adding an experienced Sales Development Representative.
Key Highlights:
- A very clearly defined ICP (any steel producer with an electric arc furnace) and a clear value proposition that can prove to reduce costs for customers by 3% to 5% on raw material purchasing, amounting to millions per year!
- There are numerous markets to pursue in the growing segment as the world transitions to electric steelmaking. We have already identified 80 potential target plants in the US, with some partner sites already using the solution. We are selling globally, including in the US, Germany, Switzerland, and France.
- The product went live 16 months ago, achieving £2 million ARR and set to reach £5 million ARR by H2, with a team of 10. It has secured enterprise-level contracts ranging from £350,000 to £500,000 ARR. Currently, we are working with three steel plants across three large groups.
- Clear lead generation channel – the team will go to an event and bring back 20 leads of which 8-10 will enter the pre-sales process and 3-5 will close.
- Have previously gone through 2 rounds of funding and are approaching being cash flow positive.
- Working closely with the Founder, Account Executive and COO to build a revenue function for llong-termgrowth, where you will earn promotions along the way.
- Ability to expand on existing relationships as each steel plant is owned by a group.
- A hybrid working set-up, but expected to be in the office when the UK-based leadership team are visiting.
- $70k – $80k base + $20k OTE.
The Role:
- Booking and qualifying outbound meetings with high-level stakeholders with melt-shop and procurement managers in steel plants across the world.
- Researching new companies within the TAM to understand why they would be compelled to use a new solution—this is a low-volume, high-value approach.
- Following up on and qualifying inbound opportunities, which include MQLs generated by the marketing team.
- Leverage tools like Hubspot, LinkedIn and data enrichment tools to drive multi-channel prospecting campaigns (mix of calls, emails, video and LinkedIn outreach + any creative methods you discover) into new accounts.
- Effectively identifying pain points and opportunities in customer strategies and relaying the benefits of a new solution.
- Smoothly handing over sales-qualified meetings to either the direct sales team.
- Attending events where required. You will be prospecting into a very closely-knit industry and events are a great way to introduce yourself.
- Collaborating with wider teams, including leadership, marketing and product to provide prospect feedback to further refine the sales process.
- Maintaining good CRM hygiene for accurate metric tracking and forecasting.
Requirements:
- At least 18 months of experience booking highly qualified meetings in a start-up environment.
- Experience booking outbound meetings through prospecting efforts, including but not limited to cold calling, emails and LinkedIn outreach.
- A strong track record of achievements against quota in previous companies.
- A high aptitude for learning technical concepts, either proven through education or previous work experience. University education is a bonus.
- Have excellent written and verbal communication skills.
- Utilise LinkedIn Sales Navigator, Hubspot, and data enrichment tools.
Benefits:
- $70k – $80k base + $20k OTE.
- Stock options.
- Progression.