About the role:
We're looking for a Growth Specialist (or whatever title makes sense based on your experience) to join our team. The success of this hire will be measured by their impact on growing our top-line revenue. While our vision for the role is sales-focused, we expect this person to be comfortable also helping with account management to drive adoption and expansion, customer success to ensure retention, as well as product and marketing.
This person must have:
- Understanding of accounting principles, processes, and technologies.
- Experience selling, ideally in earlier stage startups
- A relentless work ethic and insatitable desire to win
What you’ll do:
- Demo FinOptimal software to customers:
- How Accruer automates deferred revenue, prepaid expenses, fixed assets, and payroll accruals.
- How to set up smart Google Sheets to sync data to and from Google Sheets and QBO. Understand how to write formulas, and how to leverage AI to help you write formulas.
- Get leads onto demos, and close deals
- Sell our apps. Simple as that.
- Expand customers
- Drive adoption of our apps and push for upsell and crosssell opportunities without letting commission breath ruin relationships.
- Customer support
- We take this so seriously. We try to reply no matter the day or time. Provide helpful, timely support to our customers. This is how we win. People trust us because we care.
- Whatever else you want
- Want to take on more? Think we need to stand something up? Go do it. We’re not stopping you. What we need right now isn’t what we’ll need in six months. Help us do new and better things.
Soft skills:
- Deeply organized:
- You’re going to juggle responsibilities across multiple functions. You need to learn our team’s systems and processes, while also creating your own habits and systems, to ensure important things don’t drop unexpectedly. Things will drop, we can’t do everything all the time, but you need to know where important things stand and why.
- Ability to prioritize independently:
- We move very quickly. New ideas and initiatives come up regularly. Some are worth dropping everything for, but others only feel like that in the moment and ultimately are not the highest priority. You need to get comfortable understanding the business, your functions, and helping us decide what fires to put out and when.
- Great written communication skills:
- This is in every job ad, but we care a lot. Your emails need to be great. We live in a world where everyone’s inbox is flooded with blobs of boring, AI-generated text, that are riddled with typos and formatting issues. You need to write emails that stand out, sound human, and don’t ramble. Know your audience and communicate to them effectively.
- Confident picking up the phone:
- You cannot be afraid to dial. We’re not looking for someone to make 100 cold calls a day, but you need to confidently call warm prospects and customers and talk with them. Everyone is afraid of the phone these days. It’s a competitive advantage to be comfortable using it.
- Care about the outcome, not the clock.
- This cuts both ways. If you’re looking to log on at 9AM and off at 5PM everyday, this isn’t for you. That isn’t to say you can’t have a life. We don’t say no to logging off early for fun or personal things, going on vacation, etc. If you don’t have outside hobbies and a personality, you probably won’t fit in here. But we do expect you to care outside of working hours. That means having notifications turned on, watching for critical support requests or high priority sales emails, and actioning them with a sense of urgency, which could be as simple as writing “I’m not available but saw [person’s] email, can anyone take it?” in a team chat.
Hard skills:
- You understand accounting
- You’re going to be talking to accounting and finance folks. You need to not only be comfortable talking about accounting, but you need to be comfortable sparring about it. There’s been countless times where an accountant gets on a software demo and legitimately doesn’t understand a concept. You need to feel comfortable recognizing their mistakes and politely explaining the difference or correcting them. Our knowledge of accounting adds credibility.
- Understanding of systems
- You will provide support to customers and help many get set up. You will find bugs. You will need to understand how the products work, be able to find and explain work arounds, and help the product team prioritize things. You need to be comfortable with tech, tinkering, and troubleshooting without immediately calling engineers for help.
- You can negotiate
- Yes, we have pricing outlines, discounts, etc. We have ideas on how you can and should negotiate. But you need to be able to freestyle this stuff comfortably. You need to be able to assess and capture someone’s willingness to pay without caving too fast or without standing too firmly. You need to be able to do mental sales math quickly and win deals, and how to frame savings in the best way.
- You can analyze stuff
- Good with Google Sheets (if you know Excel you can learn it), and the ability to think about, structure, and analyze data. Go find the data we have and use it to your advantage, whether that’s to make your job easier, or to drive our decision making in a faster or different direction
- Good with systems
- You’ll use HubSpot, Stripe, Zendesk, QuickBooks, and likely many more systems. You need to understand how to use each one best. In HubSpot, understand workflows and data structure. In QuickBooks, understand how it works so you can demo our products effectively, etc.
Things you get in addition to money:
- Participation in the equity program to share in the company's success.
- Fully covered medical, dental, and vision insurance.
- Unlimited paid time off for a healthy work-life balance.
- Opportunity to define your future role within the company and expand into areas where you excel.
