Description:

Job Title: VP of Sales

Hi,

I’m Wouter, CEO at TestGorilla! We’re a fast-growing HR tech startup that helps teams make better, data-driven hiring decisions faster and bias-free.

Over the past year, we’ve experienced tremendous growth. More than 10,000 companies have replaced Resumes/CVs with our innovative assessments to screen candidates in an unbiased and data-driven way.

As we propel forward into 2024 and beyond, we’re looking for a VP of Sales who is not only passionate about our mission to place 1 billion people in their dream jobs, but also has the skill and vision to guide our sales strategy. We need a leader who can seamlessly transition our sales approach from a Product-Led Growth (PLG) model with high volume, low Average Contract Value (ACV) sales, to a strategy that increasingly targets higher ACVs through advanced product-led sales techniques.

What’s in it for you?

• Directly impacting our growth trajectory
• Fully remote position with highly motivated, and values aligned colleagues from around the world
• Competitive compensation + stock options
• Flexible hours and asynchronous environment
• Flexible and unlimited paid time off & paid parental leave
• Remote working budget: €1,000 per year (pro-rata based on your start date)
• Learning & development budget: 3.5% of salary

 

The job in a nutshell

As the VP of Sales, acting as a player-coach, you will hire, train, develop and lead a successful team of digital sales reps. You will drive high growth by developing and expanding a frictionless low-touch sales “engine” to increase inbound lead conversion.

You will report directly to me, the CEO, and work closely with all go-to-market teams in the strategy and execution of demand generating activities. You will be a key player in the growth of the company and contribute to a growing customer base that puts more people in their dream jobs.

As the driving force behind our sales transformation, you’ll create a robust sales playbook and nurture a high-performing, remote-first sales team. Your role is crucial in refining our sales processes to boost inbound lead conversion and grow our customer base.

 

You’ll spend time on the following

• Recruit, onboard new and develop the current high performing sales team.
• Contribute as a core function within our Leadership team, to directly develop strategies and business initiatives to deliver on our ARR and OKR goals.
• Work cross-functionally internally to ensure messaging alignment, operational coordination and evangelization of our sales department.
• Crafting and refining the sales playbook to achieve our Annual Recurring Revenue (ARR) and Objectives and Key Results (OKRs)
• Designing and implementing sales enablement programs
• Establish and deliver on new customer/ logo strategy with a vision for expansion and to expand existing accounts
• Working directly with our VP of Marketing and Head of Customer Success to deliver results and predictable year over year ARR growth.
• Recruit and develop a top tier, diverse, efficient Account Executives and growing our sales organization.
• Maintain key customer relationships and develop and implement strategies for expanding our customer base
• Provide detailed and accurate sales forecasting
• Manage overall sales process, set appropriate metrics for sales funnel management
• Plan and manage at both the strategic and operational levels
• Partner with marketing to ensure the execution of programs and events to drive channel leads, pipeline and deal progression. Develop joint messaging and value propositions that highlight mutually beneficial relationships and value to end customers, along with repeatable sales enablement programs and toolkits.
• Driving the exponential growth of our sales deals and customer market.
• Creating the digital sales playbooks ; optimizing and improving the sales pitch
• Owning the day to day activities and managing workload within the digital sales team to maximize lead generation effectiveness
• Defining and managing OKRs for your team

 

Here’s what we’re looking for

• Demonstrable track record of success in worldwide sales targets and managing sales forecasts.
• Experience in a high-growth company. Strong ability to interact and influence effectively with C-level executives and team members.
• You are a great sales coach, with a flexible, can-do attitude, happy to put your hand to anything
• You have a strong understanding of modern sales tech stack and processes
• You are inspired by our mission of people in dream jobs
• You are fully aligned with our values
• You have a strong focus on business sales strategy and are determined to have an impact on our year on year growth.
• You have a high degree of ownership, accountability and autonomy
• You have an analytical mindset and are data driven
• You are comfortable with the ambiguity and pace of iteration of an early-stage startup
• Proven success in achieving global sales targets
• Experience in high-growth environments and influencing C-level executives

Bonus points if …

• You have extensive experience in a VP of Sales role, within a SaaS Tech company and a fast-growing startup.
• You have experience leading teams in a remote first, asynchronous, multicultural work setting.

About TestGorilla

At TestGorilla, we envision a world where everyone has their dream job. To achieve that, employers and employees need to have the right information about each other.

We started in 2020 by building a screening platform that enables employers to evaluate candidates in the skills that matter most for success in a role. Our product replaces subjective, incomplete, and often inflated CVs with objective, reliable, and fair test results measuring aptitude, practical job skills, culture add, and motivation.

Improving and expanding this platform is our core focus at the moment, but it’s only the beginning of our journey to get everyone their dream job. Over time, we will launch more products that support this mission.

Last year, we secured $70m in Series A funding, co-led by the venture capital firms Atomico and Balderton Capital. The funding brings the company’s total investment to $80m following previous investments from Notion, Partech, and CapitalT. Chances are you’re familiar with some of our biggest customers, like the UK’s National Health Service, 3M, Sony, Oracle, PepsiCo, Bain & Company, and Deloitte.

We work remotely, spread across more than 51 countries.

Interested?

We don’t offer rainbow glitter unicorns or dog-friendly offices (we literally don’t have an office), but we do offer real people, solid core values, and a product meant to give everyone a fair, unbiased chance at their dream jobs.

Here at TestGorilla, we eat our own dog food. We use our assessment platform to make sure we make the best hiring decisions faster and bias-free.

So if this role sounds like a good fit for you, I’d like you to take an assessment so we can get a better idea about whether you would fit the role. It’s also a great opportunity for you to get to know our product!

We encourage diverse applicants from a myriad of educational, work, and personal backgrounds to apply. We are a parent-friendly/caregiver-friendly employer who recognizes the importance of having a great life outside of work.
If you’re hired, I’ll do everything I can to help you succeed at TestGorilla and throughout the rest of your career.