Software Salesperson

We are seeking aSoftware Salesperson for a full-time and direct hire role for one of our amazing partners in Irvine, California. This is a hybrid onsite role that will require you to be onsite at least 4 days per week.They are a high-growth technology company, and they need someone who can own the sales process from prospecting to closing. You will acquire new customers and convert them into a substantial pipeline of inbound leads to loyal customers. We are looking for someone that has a desire to be part of a vibrant startup environment and has a history of consistently exceeding sales quotas and has exceptional closing skills.
Responsibilities:
Understand customers needs to offer the best product and solution.
Own the sales process from prospecting to close.
Qualify leads from digital campaigns, conferences, references, and tradeshows.
Cold call prospects for outbound prospects and inbound leads.
Develop and execute innovative prospecting to expand your pipeline.
Create and maintain CRM of prospective customers.
Track weekly, monthly, and quarterly performance and sales metrics.
Should be comfortable making cold calls and talking to new people all day.
Knowledge of sales process from initiation to close, and proactive and eager to develop new ideas and solutions to overcome challenges.
Tenacity to handle rejection and continue on with a positive attitude when reaching prospects.
Ability to easily navigate a range of sales tech including CRM, prospecting tools, sales enablement tools, and Microsoft Office
Requirements:
5+ years of sales experience with at least 3+ years of selling technology or software
A track record of success in a startup or a small business environment
A track record of over-achieving quota and consistently being in the top 20% in past positions.
Experience using several sales tech tools (e.G., Hubspot, Salesforce, Pipedrive, Outreach, Gong).
GovTech experience would be a plus.
All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status.
My notes:
Role:
The original CEO was doing all the sales for the company, but he is stepping down. This person will be the first true salesperson they’ve had in years. They will learn some of the current processes but also help to build them out new ones as well. They will report to the CEO initially and then eventually to a VP of Sales once they start. There will be knowledge transfer with the original CEO too. This person will get all the inbound leads, since the CEO is retiring. He’ll help with sales, but the sales person will get the commission for the first 3 months until he transfers into a new role. This is a mid-level sales role, and they need a strong individual contributor. They are open to title as well. They are currently doing all inbound sales with no outbound at all. They want this person to help build the outbound engine, and they are hoping it can be up and running by Q4. They need to have the capability to do outbound sales and should be eager to do it as well. They want to do more hiring on this team as well and this person shouldn’t be upset if a VP is hired above them. You will focus on customer acquisition, which involves cold calling new potential clients, client business referrals, or web leads. You will let prospective customers/clients know about all services offered, and do additional presentations as needed. You will work with clients to create solutions for their needs and consult them through the sales process. Must be energetic, well-spoken, and eager to close sales and increase revenue. They made $14 million in revenue in 2023 with only the CEO selling, which included $2.5-$3 million in new revenue. Their average deal size is $20K, but they’ve had contracts as large as $300K. This person will upsell to current clients and bring in new clients too. One of their products is a one-time hardware purchase that is attached to SaaS support. The other is a SaaS product that is transaction-based revenue per background check ran. There are large opportunities for RFPs that they aren’t doing yet, and this person would help with those. They are expanding into other markets in Florida and Ohio too. They don’t currently have a CRM or pipeline tracking tool, and they don’t do reporting or KPI’s yet. They are currently using email and excel for the most part and there is a lot of infrastructure and tools that were built internally, like their email ticketing system. They will be implementing sales tools for them to use and reports and KPI’s, but they need to understand that isn’t there yet. They will start with inbound sales and building the structure around that. Then they will start doing more outbound sales.
Must have skills:
They would like them to have at least 5+ years of SaaS B2B sales experience. They can’t be too senior, because they will be selling, but they can’t be too junior, since they will be the only person initially. They don’t need background check experience, but they do need software inside sales experience. GovTech experience would be nice. Ideally, they would like them to have experience at a large company and a small company, or start up, that is less organized to see what it could be. They need to be comfortable working for a small company their size without a lot of processes in place yet. 5 -7 years of experience as a sales representative with at least several years of that in an inside sales role. It would be a plus if they had some BDR/SDR experience (likely earlier in their career). They need experience at both a small company / startup (<
50 employees) and a mid/large company (>
500 employees). They need experience at a software / technology company. Experience with inbound and outbound calls and email inquiries. They should be capable of using several sales tech tools (e.G., Hubspot, Salesforce, Pipedrive, Outreach, Gong).Technical skills:
Prospecting skills and hands-on experience with multiple sales techniques including cold calling, inbound calls, and outbound emailing. Cold Calling skills with a strong phone presence and experience dialing dozens of calls per day. Closing Deals with a track record of achieving sales quotas. CRM Knowledge with experience working with Salesforce, HubSpot, or similar CRM, and maintenance of thorough notes in a CRM. Ability to run product demos and tailor them to the prospect to close new customers. Excellent verbal and written communications skills.
Cultural skills:
Competitive and hungry to win. Moves quickly to close deals and win new clients. Enthusiastic and exhibits passion and excitement about their work. Has a can-do attitude, is high energy and proactive. Acts without being told what to do, and brings new ideas to the company. Identifies gaps or problems and brainstorms a range of solutions to implement. Someone who is organized to plan, schedule, and budget in an efficient and productive manner, and who can focus on key priorities.
Average sales cycle:
It’s very quick and all sales are inbound right now. They don’t know funnel metrics and who is getting lost, but the average deal closes within 2-3 weeks on average.
Where do leads come from:
They are all through the website and all inbound now. They believe they are coming from the DOJ, FBI and law websites, but they have no tracking of links yet and they aren’t doing any SEO. They aren’t sure how many come in per week, but the CEO says he has a backlog of about 300 leads right now.
Preferences on candidate’s desire for their new role:
Must want to be in a scrappy startup / small business. Preference for a very strong individual contributor, not a manager (no one to manage immediately). Someone with ambition to become a Director of Sales, but who knows they are not yet ready for that role and will not begrudge the company later hiring a VP of Sales / Head of Sales who they will report into.
Confidential:
Hiring Company is Biometrics4ALL, but please do not disclose the company until they have closed the transaction. Transaction Close is Friday June 7, 2024, and the Target First Week for Role is June 24 or July 1, 2024.
Competitors (do not hire if candidate is currently employed by):
Certifix Live Scan, Idemia, FieldPrint, PrintScan, Accurate Biometrics, HireRight, First Advantage, Sterling, Cisive, Checkr, or G2 Solutions. They aren’t sure a non-compete would hold up, but they don’t want drama.
Location:
Work from office 4-5 days per week at 18300 Von Karman, Irvine, CA 92612. Would like them to be in person in Irvine to learn from the original CEO at least 4-5 days per week. They might be open to remote for the right person. They’d like them to work on-site for the first week but will also need some flexibility on travel if remote (once per month.
Team:
Just them, but they will add a VP of Sales and a few others on the team this year.
Will you hire before closing on the business? She won’t make an official offer until they close, but she could give a verbal offer before then, or maybe have the current CEO send the offer letter out.
Why is it open:
This person will be the first true salesperson they’ve had in years. The original CEO was the only person doing sales and it was all inbound. He has a good process but it’s in his head, so hard to teach anyone else. He’ll be transitioning out of the day to day within 3 months of the new CEO starting. The new CEO wants to grow the company and the outbound sales efforts. They’d like to add a VP of Sales in a few months, and then they will focus on hiring the customer success team.
Personalities:
They need someone hungry to go after opportunities and has strong initiative and drive. They can’t be too junior or passive. They must be motivated to win and get excited about getting scores on the board. Someone who likes to solve problems and looks for ways to come up with solutions. Someone who is motivated and excited about working with a team. Someone who is caring, has a good heart, and would fit in with that culture they are building.
Salary/Bonus:
OTE:
$150-180K (Base:
$75-90K and Base/Salary:
50/50). Since it’s a new role, they are still building out the sales commission model. She has a good one on paper, but she is just going to run through it with the board first. A lot of it is based on effort and it varies based on what product is sold. She’s thinking about $2.3 million for the quota, which is what they are currently doing on inbound alone. They don’t think there will be a ramp up yet but they are open to a month if needed. They’ll get up to speed quickly and their sales cycle is quick.
Interview Process:
initial with Brigid, then Edward (original CEO). The final will either be Steven (VP of Engineering) or Brigid again. No top grading interview for this one.
Fall short:
Someone with only 2-3 years of experience and can’t help put in any systems in and processes in place. Also, someone who won’t do outbound sales.
Feedback:
pretty quickly. They want them to start 1st week of July.
Info we can share:
They are a Background check software company that is selling to HR/finance leaders in government agencies, K-12 schools, non-profit organization, youth organizations, financial/insurance institutions, and healthcare. They have a very high retention and less than 5% logo churn per year. Customers not only love the product, but the underlying background check service that the software enables is mandatory for many customers due to industry regulations. The company was previously founder owned and operated, but the founder is retiring and a new investor group will be leading the company through the next phase of growth. The new investors are very focused on building out the go-to-market engine, and this first sales hire is a critical role for that team. A lot of potential to growth with the business. The team is small (15 people) and will grow substantially in the next two years under new leadership. The first month of onboarding will be learning from the founder who has run sales for the past few years himself.
Company:
Website Description:
Their website is. They were founded in 2005. Biometrics4ALL offers Live Scan fingerprint scanner products and background check services with unparalleled technology, data security, scalability, and flexibility. Our encrypted data security virtually prevents data breaches and reduces cyber security risks. Biometrics4ALL is an FBI Approved Channeler and our infrastructure has passed the most stringent FBI CJIS Security audits with a rare 100% conformance. Over 3,000 agencies and 11 million applicants around the world have relied on our Live Scan systems for criminal arrests and fingerprint based background checks. Our (url removed) online portal offers over 1,200 fingerprinting locations throughout the United States. We engineered advance software solutions and services that securely and accurately capture, store, and transmit personal information, fingerprints, palm prints, photos, signatures, and DNA. Our Central Management Server infrastructure securely disseminates FBI Background Check (a.K.A. FBI Report) Criminal History Records Information (CHRI) that complies with the FBI CJIS Security requirements as well as the highly anticipated FBI Rapback service. Biometrics4ALL is certified by the Federal Bureau of Investigation (FBI), California DOJ, Financial Industry Regulatory Authority (FINRA), Florida Department of Law Enforcement (FDLE), Florida Clearinghouse (AHCA), Illinois State Police (ISP), Nevada Department of Public Safety (NV DPS), New York DCJS (OGS Contract), Washington State Patrol (WSP), etc.
About their Product:
The 9/11 terrorist attack on the World Trade Center has forever changed the way government and its people view national and international security. Accurate identification of individuals is essential to a nation's ability to protect itself against terrorism. Matching on unique biometric features is the only unequivocal way to achieve dependable and accurate identification of individuals. Biometrics4ALL Incorporated is a leading multi-biometrics technology company. We provide innovatively architected and rapidly adaptable LiveScan and identity management solutions, specifically designed to enable government agencies, public service companies, and system integrators to provide applicant background checks, identify, book, and release criminals and supply critical acquisition components to ID program such as voter registration, driver license issuance, visa/passport issuance, border security, US-VISIT, and EU-VIS. Our mission is to provide every agency with the latest biometrics technology to improve homeland security and public safety services. Our product line includes LiveScan, central management solution, fingerprint card scans, photo/mugshot capture, digital signature capture, iris image capture, Mobile ID, and card printing solutions. Our transaction routing, management, and payment/collection service provides efficient and cost effective background check processing with submissions and channeling to the FBI, OPM, Army G2, ABA, First Advantage, DSS, NIGC, NRC, OPM, TSA/TSC, and state agencies. Biometrics4ALL products meet all applicable FBI, RCMP, FIPS 201, FIPS 140-2, NCIC, Interpol, and ANSI/NIST standards. Our flexible business logic engine, encrypted data protection, multi-language support, broad range of biometrics capture devices, strong customer base, excellent customer service, and the most advanced infrastructure enable us to lead the industry. We believe in your ability to protect all of us;
and we are working hardto earn your trust and confidence and build innovative products and services to make your job easier, faster, and more accurate.
Overview:
Biometrics4ALL makes a LiveScan product for the fingerprint-based background check market and they sell to clients that do mandatory background checks. They are industry agnostic, and work with government, schools, sporting leagues and more. For now, it’s just a criminal background check, like the FBI does and they have access to people’s rap sheets. They truly care about protecting kids, the elderly, and the general population. They are looking at some other companies to acquire to expand their services and they might add things like education checks. There are large opportunities for RFPs that they aren’t doing yet, so people with Govtech experience would be great. They made $14 million in revenue in 2023 with only the CEO selling, which included $2.5-$3 million in new revenue. Their average deal size is $20K, but they’ve had contracts as large as $300K. They are primarily in California, but Florida and Ohio are big growth areas.
Info we can share:
They are a Background check software company that is selling to HR/finance leaders in government agencies, K-12 schools, non-profit organization, youth organizations, financial/insurance institutions, and healthcare. They have a very high retention and less than 5% logo churn per year. Customers not only love the product, but the underlying background check service that the software enables is mandatory for many customers due to industry regulations. The company was previously founder owned and operated, but the founder is retiring and a new investor group will be leading the company through the next phase of growth. The new investors are very focused on building out the go-to-market engine, and there is a lot of potential to growth with the business. The team is small (15 people) and will grow substantially in the next two years under new leadership.
Backstory:
The original CEO was Edward Chen and his Linked In is. He founded the company 18 years ago and he’s ready to step away. The new CEO is purchasing the company with a team of investors and wants to really help them grow to the next level. The original CEO will be staying on as an advisor and he’ll also be investing in the company. The business is currently understaffed. They have zero sales, marketing, or customer success. The original CEO was the only person doing sales and it was all inbound. He has a good process but it’s in his head, so hard to teach anyone else. He’ll be transitioning out of the day to day within 3 months of the new CEO starting. The new CEO wants to grow the company and the outbound sales efforts. They’d like to add a VP of Sales in a few months, and then they will focus on hiring the customer success team.
Company size:
They only have 14 people, including the CEO. They are going to add at least 10 more in 2024. The Engineering and support team is strong, but they don’t have sales, marketing or customer success teams. They will likely outsource marketing.
IT Team:
They have a great VP of Engineering with a few people under him. He runs their product and engineering teams and is a really caring person with a good heart. This team is truly excited to see each other and there is a lot of comraderies on the team.
Tech stack:
Remote/Onsite:
based in Irvine, CA and there is an office. 12 of their 14 employees go in every day, and the other 2 are in Florida and Idaho working remotely.
Benefits:
they have healthcare and 401K, but no 401K match.
Clients:
They sell to clients that do mandatory background checks. They are industry agnostic, and work with government, schools, sporting leagues and more. Their clients are currently in CA, FL, NY, Puerto Rico, Maine, and Colorado. They can have clients anywhere, but they are looking to expand more into FL and Ohio.
Competitors (do not hire directly):
Certifix Live Scan, Idemia, FieldPrint, PrintScan, Accurate Biometrics, HireRight, First Advantage, Sterling, Cisive, Checkr and G2 Solutions. I guess they pulled from Idemia in the past, and they sued them for pulling that person. They ended up settling for $20K. Plus, the founder of Certifix used to work for BioMetrics4ALL about 15 years ago, and then took a lot of their software info to create Certifix. It’s ok if they’ve worked at these places in the past, though. o Other competitors (Vetty, A-Check, SJV Data Solutions, Tessera Data, Edge Information Management)
Culture:
Their current Glassdoor is bad and a lot of the feedback points at the original CEO. He was a true micromanager and dictator, but he was great strategically. The new CEO starts in April 2024, and she is extremely sweet and approachable. She’s been digging into the Glassdoor reviews and she wants to fix those. Her goal is to shift the culture and to bring in a more positive culture where people are genuinely excited to work together and truly care about each other. The VP of Engineering and his team really embody this. He runs their product and engineering teams, and he’s really caring with a good heart. This team is excited to see each other and have a lot of comradery within the team. They work together to achieve a goal.
Personalities:
They need someone hungry and has strong initiative and drive. Someone who likes to solve problems and looks for ways to come up with solutions. Someone who is motivated and excited about working with a team. Someone who is caring, has a good heart, and would fit in with that culture they are building.
Headquarters:
18300 Von Karman, Suite 700, Irvine, CA 92612. Phone:
(phone number removed). .
Upcoming roles:
She needs to build a sales, marketing and customer success teams. She will likely outsource Marketing initially, though. She will start with an Inside Sales Representative that she would like to start a week after she does. Then she’ll add a VP of Sales, and then a VP of Customer Success. The VP of Sales will be in charge of the Inside Sales Rep, and then add a Strategic AE, and 3 outbound sales reps. The VP of Customer Success will add 2 key account managers.
Hiring Managers:
Brigid Mulcahy (CEO):
She’s from Australia and started as a Paralegal. She has a Master of Law and an MBA from Stanford. She currently lives in San Francisco, CA. She’s super friendly and sweet and you can tell she’s someone that truly cares about her team. She’s the CEO/Founder at Aevcor, and she partnered with search fund companies to purchase a company called Biometrics4ALL, which is going to close on April 19th, 2024. She will be the new CEO and will be tasked with fixing the culture and building the team. They currently don’t have a sales, marketing, or customer success team. The current CEO is going to stay on with them for a little while, because he’s also their only true salesperson. Her Linked In is and we have shared connections like Hill Hamrick (CSW), Edward Silva (masLabor), Katie Laidlaw (ETU), Carla Larin (maxRTE), Luka Salamunic (Triyam), and Ryan Turk (RDC). To set up meetings with her, use. About on website:
Brigid founded Aevcor to roll up her sleeves and build a company that best serves the Office of the CFO. She is committed to a lifelong career in small business. This passion stems from growing up alongside a small electrical services business launched by her parents in Brisbane, Australia. Prior to Aevcor, Brigid was a consultant with McKinsey &
Company, where she focused on strategy and organizational transformations. She also led growth and strategy for a capability building product incubated within McKinsey. Brigid has a Master of Business Administration (MBA) from Stanford University, Master of Laws (LLM) from Washington University in St. Louis, and a Bachelor of Economics and Bachelor of Laws from the University of Queensland. On weekends you’ll find her hiking in the Bay Area, rock climbing, or reading a great book. Brigid is excited to grow Aevcor for decades. Brigid has also worked with Ascend Software (an accounts payable automation software company, helping to launch their sales strategy), Pacific Lake Partners (a Boston-based investment firm, evaluating investments and working with entrepreneurs on their investment strategies), and Teach for Australia (teaching Accounting and Legal Studies at a rural Australian high school.).
Official Job Description:
About the Role
We are a high-growth technology company in the background check sector, based in Irvine, California. We are seeking an Inside Sales Representative who can own the sales process from prospecting to closing.
This position is pivotal to acquiring new customers and converting a substantial pipeline of inbound leads to loyal customers. The ideal candidate will have a history of consistently exceeding sales quotas, coupled with high energy, proactive attitude, exceptional closing skills, and a desire to be part of a vibrant startup environment.
What you will do / responsibilities:
Own the sales process from prospecting to close
Develop and execute innovative prospecting to expand pipeline
Qualify leads from digital campaigns, conferences, references, tradeshows
Cold call prospects both for outbound prospects and inbound leads
Create and maintain a CRM of prospective customers
Build an understanding of customer needs to offer best product/solution
Track weekly, monthly, and quarterly performance and sales metrics
What you’ll need / experience:
5+ years of sales experience
3+ years of selling technology / software
A track record of success in a startup or small business environment
A track record of over-achieving quota (top 20% of company) in past positions
What will help you succeed / skills:
High drive to deliver results from Day 1
Energetic, outgoing, and excited about meeting customers and closing deals
Comfortable making cold calls and talking to new people all day
Knowledge of sales process from initiation to close
Proactive and eager to develop new ideas and solutions to overcome challenges
Tenacity to handle rejection and continue on with a positive attitude when reaching prospect
Easily navigate a range of sales tech including CRM, prospecting tools, sales enablement tools, and Microsoft Office