Senior Director, New Business

Company: ZappiStore
Location: Boston
Posted on: January 27, 2025

Job Description:

We have a world class agile market research platform. We help brands rewire their traditional ad & innovation development processes with insights early, often & connected to create a learning loop. The result? They get smarter over time. Insights teams have more impact. Brands launch better ads & products.We were founded in 2012 with the dream of creating end-to-end automated research. Fast forward 10 years and we have 1,000+ happy customers, 100,000+ ideas tested and we operate in 50+ research markets. And we're entering the next phase of our growth journey!So how do we do it?Our platform provides access to actionable, quick and smart insights to amplify creative effectiveness and shape winning innovation, empowering creators with the agility and the data they need to make better decisions about the ads and innovation they take to market.Through working with some of the biggest brands in the world, we've built technology that lets our customers see their product innovations and advertising ideas through their consumers' eyes so they can quickly iterate, optimize, validate and learn - increasing their chances of in-market success.About the team:Joining our dynamic New Business team at Zappi means becoming a crucial part of a passionate group dedicated to revolutionizing the marketing, advertising, and innovation strategies of globally recognized B2C brands. Our team takes pride in our distinctive and highly differentiated brand, characterized by a quirky and fun energy that resonates in our interactions with customers.As a member of our New Business team, you will thrive in a collaborative environment and enjoy building impactful relationships with both existing and new customers. With a focus on leading the sales cycle for new logos through engagement, discovery, presentation, negotiation and closing deals, you will play a vital role in expanding our reach and contributing to the continued success of our team.The Role:As the Senior Director, New Business, you will serve as the front door of Zappi, engaging with some of the world's largest companies looking to invest in cutting-edge market research. Your role involves systematically implementing the world's most powerful insights platform, empowering customers to make informed business decisions. This position demands in-depth consultation to understand customer needs, enabling you to provide thought leadership, industry best practices, and foster amazing client partnerships.As the primary consulting touchpoint for new enterprise customers, your focus will be on assessing customer needs and recommending programs that maximize their return on investment. The ideal candidate should possess a passion for market research, change management consulting, and detailed problem-solving.Responsibilities:

• Strategically engage in top-of-funnel activities by networking and prospecting through social media, email, and cold calling. Leverage warm leads provided by marketing for efficient deal closures.
• Execute the complete sales cycle, encompassing in-depth research, prospecting, persuasive pitching, adept negotiation, and the successful closure of substantial enterprise deals, consistently exceeding quota expectations.
• Consultative expertise change management, strategic planning, or process implementation.
• Implement established sales methodologies, such as MEDDIC, to elevate the sales process. Ensure a systematic and strategic approach to understanding customer needs, identifying key stakeholders, and achieving successful deal outcomes.
• Collaborate with the revenue and demand generation teams to identify the current needs of the brand, propose solutions, and implement strategies to optimize outcomes.
• Rapidly acquire expertise in Zappi's product offerings, comprehending their uses, benefits, competitive advantages, and business terms to proficiently present and close deals.
• Lead negotiations for contracts with large enterprise accounts, collaborating with internal departments, including legal, to achieve mutually acceptable terms.
• Represent Zappi at industry conferences, showcasing our offerings and building valuable connections.
• Consistently meet and surpass individual sales quotas.Qualifications:
  • Possess a minimum of 8 years experience in Enterprise SaaS Sales with proven track record of successfully closing significant enterprise subscriptions, particularly with Fortune 1000 companies
  • Understanding of technology, marketing, market research, consumer insights and helping large organizations grow
  • Demonstrate proficiency in implementing established sales methodologies such as MEDDIC, to enhance the sales process
  • Ability to swiftly integrate into and contribute to the sales team, consistently surpassing quotas and targets
  • Ability to ramp up quickly and learn Zappi's platform and solutions, identify customer needs and effective articulation of how our features and benefits align with those needsBenefits:
    • Salary $120-140K base + variable commission ($260-280K OTE). Salaries are benchmarked annually.
    • Three company-paid mental health day of rest every year (these are pre-scheduled, so the entire company can take the same days off regularly to reset)
    • Unlimited holidays - we want well rested and motivated teams so encourage people to take plenty of time off. We don't cap your allowance, but do set a minimum of at least 20 days per year plus national holidays.
    • Flexible working arrangements, including remote (unless otherwise specified)
    • Thoughtfully designed offices to support both individual work and collaboration without interrupting others
    • Support setting up your home office, if appropriate (chair + desk, etc)
    • Wellbeing benefits and access to trained therapists / counselors
    • Company paid Life, AD&D, Short term & Long term disability
    • Immediate access to Zappi's Health, Dental and Vision Insurance Plan
    • Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
    • Tailored personal development through training allowances, coaching, mentorship and career frameworksWhy join us?We've been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk's Media for our engaging and inclusive workplace culture. We're committed to both people and the planet.Our belief in inclusion means we're building an organisation of diverse individuals and helping brands eliminate cultural presumptions in their research. Read our Diversity Manifesto here.We are a values and behaviours driven business and believe that Trust, Truth, Ownership, Ambition and Humility describe Zappi employees on our best day. This is how we strive to show up for our customers, for each other and for our communities. assures us we're on the right track and have structures in place to become the business we want to be.Our commitment to minimise our impact on the environment means being honest with ourselves and transparent with you-about everything from carbon emissions to tree-planting initiatives. We achieved our goal of becoming Net Zero in 2021!Zappi Company Culture Highlights
      • Winner of Comparably's Award for Best Company for Women 2022
      • Winner of Comparably's Award for Best Company Work-Life Balance 2022
      • Winner of Comparably's Award for Best Company Compensation 2022
      • Winner of Comparably's Award for Best CEO for Women 2022
      • Winner of Comparably's Award for Best Company for Diversity 2022
      • Winner of Comparably's Award for Best Company Culture 2022
      • Winner of Comparably's Award for Best CEO 2022
      • Winner of Comparably's Award for Best Happiness 2022
      • Winner of Comparably's Award for Best Leadership Teams 2023
      • Winner of Comparably's Award for Best CEOs for Diversity 2023
      • Winner of Comparably's Award for Best Engineering Teams 2023
      • Winner of Comparably's Award for Best Company Outlook 2023
      • Winner of Newsweek's Top 100 Most Loved Workplaces in the UK 2022 & 2023
      • Recognised by Fast Company's Best Workplaces for Innovators 2023
      • Recognised as Best Marketing Insights Platform in the MarTech Breakthrough AwardsEqual OpportunityZappi is an equal opportunity employer; our diversity is a major strength. We are committed to providing equal opportunities for all individuals, regardless of their race, gender, sexual orientation, disability, or any other characteristic protected by applicable laws.We believe that a diverse and inclusive workforce fosters innovation, creativity, and success. Our hiring decisions are based solely on merit, qualifications, and abilities, ensuring fairness and equity throughout our recruitment process. We welcome applications from all backgrounds and encourage candidates from underrepresented groups to apply. Join our team and contribute to an inclusive environment where everyone's unique perspectives and talents are valued and respected.
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Keywords: ZappiStore, Newton , Senior Director, New Business, Executive , Boston, Massachusetts