About

About Us

• Headquartered in beautiful Santa Barbara, HG Insights is the global leader in technology intelligence. HG Insights uses advanced data science methodologies to help the world’s largest technology firms and the fastest growing companies accelerate their sales, marketing, and strategy efforts.
• We offer a competitive salary, 401K, growth potential, great benefits and a casual yet professional environment. Get your sweat on at one of our fitness classes or go for a run along the beach which is two blocks away. You can find employees riding bikes to lunch in the funk zone or hanging out in one of our collaboration spaces. We are passionate about our jobs with a get-it-done attitude, yet we don’t take ourselves too seriously. While we work very hard, we also enjoy all that the Santa Barbara coast has to offer.
• We are looking for someone who is ready to quickly and effortlessly build rapport and get the sale completed from prospect to close, identifying and overcoming every hurdle along the way. The ideal candidate is ready to join a team that does what it takes to reach our goals. We are a competitive, smart, fun, and results-driven organization. This is an exciting opportunity to play a significant impact on the growth of HG Insights’ period of hyper growth.

What You'll Be Responsible For

• Manage Large Strategic accounts head quartered in Seattle, NY or San Francisco
• Focus on existing customers so retention + expansion (up sell and cross sell)
• Partner heavily in a Pod and lead the Strategic planning
• Work closely with CSM, Customer Marketing, Account Representative (AR / SDR), SE’s and Product Managers
• Own, manage and drive the full sales process from the first contact through close with our smb, midmarket, and majors accounts with hands on guidance
• Perform product demonstrations to interested customers using screen share and video conferencing technology
• Build honest relationships and genuine rapport with potential customers and current accounts
• Demonstrate strong qualification skills to provide accurate forecast reports to management on opportunities as required
• Apply experience in navigating through sales cycles to drive deals to closure, identifying key decision makers and business drivers
• Keep up to date on new product releases to maximize opportunities in the prospect and account base
• Apply thorough knowledge of all HG Insights solutions to address customers business requirements
• Use strong industry-technical knowledge, consultative selling, and large account management expertise to close deals
• Apply a strong understanding of key competitors and understanding of how the company’s products compare with competitors
• Proactively develop and manage several deals, while focusing on closing deals with a high likelihood of success
• Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota
• Demonstrate the ability to represent HG Insights with all levels of an account’s management team
• Travel to develop and manage relationships with key customer contacts, present, articulate/clarify value and differentiation, and win the business in expected timeframe
• Follow company policies and sales procedures through the sales cycle, including timely and accurate updates in Salesforce

What You’ll Need

• Successful sales experience in a B2B SaaS environment
• Proven track record of self sourcing pipeline generation
• Experience selling subscription software; experience selling enterprise data a plus
• Critical thinker, inwards-looking with a hunger to improve
• Hunter mentality; must enjoy prospecting and building own pipeline
• Coachability – eagerness to hear feedback and apply learnings from team members/managers
• Proven record of success with developing prospecting lists, meeting quota and retaining customers
• Demonstrated record of success communicating effectively in person, via telephone, and email with customers and successful track record of meeting and/or exceeding quota
• Strong communication and organization skills
• Process driven with analytical and creative approach to problem-solving
• Ability to prioritize while multi-tasking projects
• Proficiency in sales enablement systems, preferably Groove
• Proficiency with CRM and opportunity management systems, preferably Salesforce.com
• Have strong verbal and written communication skills and ability to sell
• Strong Interest in Sales AI. Ability to use different AI tools
• Based in SF, NY, Seattle or London (or surrounding areas so can travel in weekly)
• Our Santa Barbara office is open! Employees are welcome to work from the office on a voluntary basis. We are following all local and state guidelines while in office. Employee safety is of utmost importance and we are taking all necessary precautions. For more information on how we are doing this, please speak with one of our HR team members.
• HG Insights Company is an Equal Opportunity Employer
• Please note that HG Insights does not accept unsolicited resumes from recruiters or employment agencies. In the event of a recruiter or agency submitting a resume or candidate without a signed agreement being in place, we explicitly reserve the right to pursue and hire such candidates without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted directly to hiring managers, are deemed to be the property of HG Insights