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Director of Sales

Position

The Director of Sales serves as a primary driver of revenue growth for LocationInsight. Responsible for building and maintaining a measurable pipeline of activity, the Director of Sales will ideally be located in Denver, Colorado. NY-based candidates may be considered if they are a strong fit and can prove that they have been successful working remotely. This is an individual contributor role. As the organization revenue and profit grow, the Director may manage a regional team, hire and train personnel while continuing to manage a personal pipeline as an active contributor.

Responsible for selling the LocationInsight™ services, the Director of Sales will prospect, qualify, contact, pitch, present to, negotiate and close contracts with advertisers and/or agencies that represent nation-local advertisers that promote many physical locations.

S/he will be expected to further refine and/or develop appropriate selling materials, presentations, proposal documents or contract language as may be required to close significant deals.

The Director of Sales will be expected to attend trade shows and conferences, make presentations and participate in industry events.

Primary Responsibilities
  • Prospect, qualify, contact and develop leads
  • Qualify opportunities that meet defined characteristics of target deals
  • Present and pitch advertisers and agencies on the LocationInsight solution and service
  • Develop and maintain active pipeline of opportunities capable of closing multiple deals per month
  • Utilize sales materials and/or further develop materials as necessary to properly present to target customers – including but not limited to Power Point and Word documents (.pdf leave-behinds)
  • Define and present proposals to prospective customers, including detailed requirements that scope mutual deliverables associated with a deal
  • Work with Account Managers during the sales cycle to accurately communicate deal requirements to determine anticipated resource needs and scalability requirements for implementation
  • Actively track and manage deal flow using SalesForce.com, staying current on metrics for management reporting
  • Define and determine account management requirements for successful deal implementation while working with Head of Accounts and Implementation Director on an ongoing basis
  • Help develop the sales team ongoing, hire and train personnel and manage the pipeline as a player-coach
Candidate Qualifications and Characteristics

The ideal candidate will be an established member of the online advertising industry with a strong network of relationships demonstrative of relevant experience associated with the search marketing field. S/he will have a background in SaaS technology solutions in the industry or related field. Working with technologies that facilitate online advertising solutions is more valuable than experience selling media.

S/he must be comfortable in a fast-paced environment and be capable of juggling multiple priorities. It is essential that s/he be able to deliver creatively and independently as an individual contributor while regularly collaborating with the leadership team. Being a self-starter, highly self-motivated and a quick learner are critical for this role.

The candidate should be an accomplished individual contributor with experience selling search related media and/or products. Extensive online advertising knowledge and experience is also required. The candidate must also be capable of assisting in developing appropriate account management and/or campaign management requirements based on relevant experience.

The ideal candidate is organized, fluent in SalesForce and recognizes the value of a measured pipeline. S/he has an established, relevant rolodex of major advertiser relationships that is current and demonstrates a strong aptitude for hunting new opportunities from the beginning. Farming-style candidates or sales people that like to wait for inbound leads need not apply.

Travel is expected of this role. Many steps of the sales process may be conducted by phone; however, nothing beats the face-to-face presentation.

Job Qualifications
  • Minimum 10 years of experience selling technology and/or media to online advertisers and agencies
  • Minimum 5 years of experience in search advertising – SEM and SEO
  • Minimum 5 years of experience selling SaaS technologies that service the media industry
  • Proven ‘hired gun’ sales hunter
  • Experience selling outside-the-box to advertisers; new media opportunities that leverage known business-buying methodologies
  • Experience working with search analytics software including but not limited to WebTrends, Omniture and Google Analytics
  • Experience managing an active pipeline with SalesForce.com
  • Motivated, goal oriented, persistent and a skilled negotiator
  • High level of initiative and works well in a team environment
  • Independent thinker and proactive worker, capable of operating outside of an office environment
  • Excellent written and oral communication skills
  • Handles stressful situations, fast-pace and deadline pressures
  • Is thrilled by the hunt, loves to prospect, cold-call and create opportunities
  • Has a genuine level of enthusiasm for bringing new opportunities to advertisers and agencies that represents out-of-the-box thinking
  • Plans and carries out responsibilities with minimal direction
  • Undergraduate degree in communications, business or technology demonstrating aptitude for being a strong, confident personality with a strong grasp of internet technologies

Account Manager

Position

The team is looking for an accomplished Account Manager who can take ownership for a portfolio of clients. Our Account Managers are responsible for all aspects of the client relationship. This includes maintaining, building, strengthening and expanding client relationships; building the business by looking for opportunities and selling our products and services; managing opportunities in salesforce.com; writing SOWs; ensuring contract renewals; ensuring we are meeting our contractual commitments; addressing day-to-day client issues and concerns; addressing escalations with speed and tact; overseeing the delivery of projects; continually delivering value for his/her clients; and ensuring his/her clients see that value. For our SEO clients, the Account Manager will be required monitor the site traffic and to work with the SEO team to continually improve optimization. In addition to working with clients, the Account Manager will be required to support internal initiatives to varying degrees.

Profile

LocationInsight is seeking a hands-on, customer-and-project-oriented, solution-oriented, no-excuses, word-hyphenating Account Manager who is fully committed to the success of his/her customers.  Confident, organized and driven individuals that can commit to leading the market, delivering industry-leading customer service and aggressively growing the business should apply.

LocationInsight’s customers are online advertisers and marketers looking to generate transaction-motivated traffic from the major search engines, and looking to enhance web and mobile site experience with location, product and service locators.  Online media knowledge and experience (search, display, video and mobile) will benefit qualified candidates.

The ideal candidate should be interested in enjoying a celebratory drink after a hard sprint, big deployment or a monthly meeting that strategizes future success.

Primary Responsibilities
  • Build strong long-term relationships with a portfolio of clients, so that those clients become advocates and references for LocationInsight.
  • Understand LocationInsight’s products and services and effectively communicate those to clients and internal personnel.
  • Serve as the primary contact for a portfolio of clients regarding all business, technical and operational aspects of the relationship, including off-hour system production issues.
  • Manage, coordinate and organize internal cross-functional groups to ensure that client requests and contractual obligations are fulfilled on time and accurately.
  • Ensure that client issues are dealt with and resolved in an efficient manner and escalate issues that may arise, when appropriate.
  • Review all major deliverables during product/services implementations to ensure that quality standards and client expectations are met on time and on budget.  Additionally, manage scope creep and the change management process.
  • Independently manage small implementations.
  • Serve as the first level of support for the products and services used by a portfolio of clients.
  • Gather and define clear software requirements.
  • Monitor SEO activity for clients and work with LocationInsight’s SEO team to improve traffic for clients.
  • Serve as an advocate for a portfolio of clients internally and serve as an advocate of LocationInsight with clients.
  • Manage a pipeline in saleforce.com.  Grow accounts by farming for opportunities and presenting the value of LocationInsight’s products and services.
  • Manage the contract renewal process for a portfolio of clients to preserve revenue and satisfied clients.  Identify and escalate client contracts that are at risk.
  • Work with cross-functional internal groups to manage and/or participate in projects to upgrade or migrate technical architecture to ensure that the products and services of a portfolio of clients are managed appropriately.
  • Assist colleagues in areas where your skill set can be leveraged to improve an outcome.
Required Skills
  • 5+ years of proven account management skills where customer relationships were successfully built, maintained and enhanced.
  • 5+ years delivering and supporting web-based products and services.
  • 5+ years of proven analytical problem solving skills.
  • 3+ years managing IT projects.
  • Excellent written and oral communication skills.
  • Experience managing accounts and a pipeline with a CRM system, such as salesforce.com.
  • Technical competence with software, data, websites and technical architecture.
  • Familiarity with the software development lifecycle.
  • Proven ability to communicate complex solutions to a wide variety of decision-makers and interface with executive management, clients and staff at all levels.
  • Highly motivated, willingness to initiative efforts and ability to work well in a team environment.
  • Handles stressful situations and deadline pressures well.
  • Ability to plan and carry out responsibilities with minimal direction, in an orderly fashion.
  • Capability to effectively gather, define and document system requirements.
  • Strong organizational skills to manage multiple concurrent disparate efforts.
  • Main point of contact for all client issues, including off-hour system production issues.
  • Ability and willingness to travel out of state to visit clients on occasion.
  • Undergraduate degree.
Optional Skills
  • Experience with the Agile product development methodology.
  • Experience with SaaS technology solutions.
  • Working knowledge of SEO.
  • Experience with SEO projects, optimization techniques and SEO account management.
  • Experience with mapping technology and or geospatial data.
  • Experience supporting software applications to the end user.
  • Entry level SQL skills.
  • Entry level HTML skills.
  • Banking and or insurance industry experience.
Character Traits
  • Detail oriented, extremely organized, accountable, dependable and motivated to get the job done.
  • Exceptional customer facing skills.
  • Ability to thrive in a rapidly changing business environment.
  • Ability to work in a semi-formal environment where team collaboration is essential.

Quality Assurance (Automation) Engineer

LocationInsight is building a SaaS local-search platform for some of the world’s largest brands, and we are looking to expand our team with a senior test engineer who is passionate about test automation.
Our platform is leveraging some of the latest technologies (like Scala, Spring, the Play Framework, and even ElasticSearch). Our development uses a mix of best-practices (think Scrum & continuous integration), and cutting-edge techniques (such as Behavior-Driven Development). Most importantly, we’re deploying code to production 2 or more times every week, so quality assurance and automation is a must.

Required Skills
  • 4+ years of professional experience testing web applications
  • Ability to work with team to develop test plan from stories and requirements, and convert that test plan into automated scripts
  • Experience developing step definitions for cucumber (preferably in ruby)
  • Familiarity with apache JMeter (or similar) to assist in load & endurance testing
  • Experience working with one or more relational databases (MySQL, PostgreSQL, Oracle, etc), and familiarity with basic SQL commands & concepts (select, update, join, etc)
  • Comfortable working on a command line in a *nix environment
  • Understanding and experience of SCRUM or other Agile project methodologies
Optional Skills
  • Experience with Behavior Driven Development (BDD) tools such as Spec, Cucumber, etc.
  • Experience with SEO & SEM
  • Test experience on a multi-tenant platform
Character Traits
  • Type “A” personality, fast paced and high energy to work in a start-up or early stage environment
  • Excellent communication skills and strong problem solving abilities
  • An ability to communicate with both technical and non-technical team members
  • Willingness and ability to create and adapt to new technologies

For additional information, please contact us