SMB Sales Executive
WFA Digital Insight
The demand for skilled sales professionals in the digital marketing space grew significantly in recent years, with a reported 25% increase in job postings for sales executives in 2025. Native, a company that has been building its infrastructure for a decade, is now looking to expand its team with an SMB Sales Executive who can leverage tools like HubSpot and Excel to drive sales growth. This role stands out for its focus on connecting local and regional advertisers with student audiences, offering a unique opportunity for professionals looking to make an impact in a fast-paced environment. With the right skills and experience, candidates can thrive in this role and contribute to Native's ambitious goals.
Job Description
About the Role
The SMB Sales Executive position at Native is a pivotal role in the company's outbound sales team, focusing on connecting local and regional advertisers with student fairs. This role is crucial for identifying and engaging potential clients, offering them opportunities to attend student fairs, and driving revenue growth. As part of a fast-moving and ambitious team, the successful candidate will be working in a dynamic environment that values freedom with accountability.The role entails proactive lead sourcing, conducting outbound calls and follow-up emails, pitching and negotiating with potential clients, and managing sales interactions and data integrity. The SMB Sales Executive will be part of a team that values collaboration and shared insights to overcome challenges and achieve goals.
Native has been building its managed marketplace for a decade, aiming to deliver value to students, Students’ Unions, universities, and advertisers. This platform connects these stakeholders, enabling meaningful and measurable interactions. The company's goal is to increase student engagement while securing sustainable funding for Students’ Unions, making the business more defensible and scalable.
What You Will Do
- Proactively source leads from local and regional businesses within the area of each fair location
- Conduct outbound calls and follow-up emails to potential clients, offering them opportunities to attend student fairs
- Use pre-prepared scripts and frameworks to effectively communicate value propositions, handle objections, and close sales
- Meet or exceed individual and team KPIs, including revenue and conversion targets
- Accurately log interactions and updates in the system(s) provided to ensure data integrity and seamless follow-ups
- Work closely with the Team Lead and peers to share insights and strategies for overcoming challenges and achieving goals
- Collaborate with the team to expand the company's offering across the full academic year
- Utilize HubSpot and Excel for sales management and data analysis
- Develop and maintain a thorough understanding of the company's products and services
- Stay updated on market trends and competitor activity to identify new sales opportunities
What We Are Looking For
- Experience in outbound sales or a similar target-driven role
- Excellent communication and negotiation skills
- Resilience and a positive attitude, with the ability to handle rejection professionally
- Strong organisational skills to manage follow-ups and prioritise tasks effectively
- Proficiency in spreadsheets, data-entry tools, and sales performance tracking software
- Familiarity with HubSpot (or similar CRM systems)
- Ability to work in a fast-paced, high-energy environment
- Ambition to make an impact and drive sales growth
- Ability to work collaboratively as part of a team
- Strong problem-solving skills to overcome sales objections
Nice to Have
- Previous experience in the education or advertising sector
- Knowledge of sales strategies and tactics
- Experience with data analysis and sales forecasting
- Certification in sales or a related field
Benefits and Perks
- Competitive salary package
- Opportunity to work with a fast-growing company
- Collaborative and dynamic work environment
- Professional development opportunities
- Access to the latest sales tools and technologies
- Flexible working hours and remote work options
- Pension contributions and other benefits
- Paid time off and holidays
- Opportunity to work on a platform that makes a positive impact on education and communities
How to Stand Out
- Ensure you have a strong understanding of sales principles and practices before applying. Consider taking courses or getting certified in sales to stand out.
- Develop your skills in HubSpot and Excel, as these tools are crucial for the role. Practice using them to manage sales data and interactions.
- Be prepared to provide examples of your previous sales experience and how you overcame challenges in your sales career.
- Research Native and its mission to understand how your skills and experience align with the company's goals.
- Prepare thoughtful questions to ask during the interview, such as what a typical day looks like in the role or how the team collaborates to achieve sales targets.
- Show enthusiasm and a positive attitude during the application and interview process, as these are key qualities the company looks for in candidates.
- Consider creating a portfolio of your sales achievements and strategies to share with the interviewer, demonstrating your ability to drive sales growth and manage complex sales interactions.
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