Nooks

What is Nooks?

Nooks is a platform transforming sales reps from manual laborers to scientists. With today’s technology, sales reps shouldn’t need to manually write hundreds of emails, research hundreds of websites/linkedins, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.

The problem

Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR’s in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams).

In their day-to-day, SDR/BDRs spend time on 3 main activities:

1. Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.
2. Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demo
3. Calling - Live phone conversations often have higher conversion than emails because they’re more personal, but there’s a lot more manual work involved

Most of the sales rep’s job can be automated with today’s technology: large language models, web scraping, automation, integrations, etc.

Nooks today

Our customers use Nooks for most of their day (avg ~3hrs/business day). Nooks currently owns end-to-end workflows around sales calls:

• AI dialer - automates the manual parts of the calling process: skipping answering machines, leaving voicemails, taking notes, logging calls, even figuring out what to say on a call
• Analytics - we record, transcribe, and analyze every call. Since these are all outbound calls with little context, these calls follow similar structure - opener, pitch, questions/objections, ask for meeting, etc. So we can answer questions like: “which reps struggle to book the meeting with prospects who showed interest” or “what are the most common objections across each of our key personas”
• Salesfloor - sales reps & managers can work together throughout the day, listen to each others’ calls, give real-time advice, coaching, shadowing, onboarding, training.

Teams that use Nooks often see a 2-3x increase in reps’ productivity within weeks! And we’re working on adding prospecting / research workflows (to-be-announced soon!)

The role

Responsibilities

• Product Enablement: Work with the Sales Leadership and Product to ensure the GTM team is well-equipped with the latest product releases and GTM messaging.
• Performance Measurement: Collaborate with Revenue Operations to measure and improve sales performance.
• Resource Development: Equip the GTM team with world-class resources such as battle cards, playbooks, and sales collateral.
• Onboarding: Partner with Sales managers to efficiently and effectively ramp new sales hires across various roles and geographies.
• Cross-Functional Collaboration: Partner with Sales, Product, Success leaders, and Marketing to democratize knowledge to the sales team.

Requirements

• 6+ years of relevant sales experience and a track record of exceeding quota (SDR / AE management experience a strong plus)
• Experience: 3+ years in sales and sales effectiveness roles. Experience in both is required. Strong preference for experience in a fast-growing SaaS startup environment. Deep understanding of sales plays, processes, and methodologies.
• Organization and Execution: Strong project management skills, able to hit milestones and drive results.
• Familiarity with Sales tech stack and experience with tools such as Outreach, Salesloft, Salesforce, HubSpot, or Apollo
• Change Management: Experience with change management and a passion for helping others succeed in sales.
• Poise: Engaging and capable of delivering inspirational and motivational training sessions and hosting events.
• Collaboration: Ability to build strong relationships with internal partners and effectively engage with Senior Leadership.

Bonus if you have

• Been an early AE at another startup
• Sold to sales leaders in the past
• Experience working as a Senior Sales Manager or Account Executive at a fast-paced SaaS company