Full time role
Remote, anywhere worldwide
Negotiable salary and bonus structure, dependent on experience and location
About us
Overton is a socially conscious startup focused on making government policy more transparent: we help researchers, journalists and the public to see the evidence and influences behind real world guidelines, laws and regulations.
Want to see the research behind national climate change plans, or how different countries are tackling anti-microbial resistance? Overton is where you go.
Our customers range from UN & EU agencies to think tanks, big charities and dozens of universities. Our primary product is a large, searchable database of government policy that we text mine to pull out topics, links to academic papers, people and more. We’ve also just launched a new product, Overton Engage, which tracks opportunities for researchers to engage with policymakers.
What we’re looking for
We’re growing our sales team and we need an amazing new team member to help us expand in new markets and new territories. We are looking for sales/business development people with experience selling similar products in the bibliometric, research impact, policy discovery, publishing or scholarly communications space. You’ll have experience selling to clients in any of these sectors: universities, research funders, governments, corporates and IGOs.
We’re open to conversations with anyone with relevant sector experience and a strong network, regardless of seniority and from any location globally.
Our sales process is a mixture of marketing-generated inbound leads (trial requests), and some outbound lead generation and business development activity such as attending conferences, hosting sales webinars, approaching consortia etc.
As we are a small team, you’ll need to be comfortable pitching in to help grow revenue and take ownership of growing your market segment through close collaboration with Marketing, Product and Support. This is an exciting time to join, when we’ve proved our proposition in many countries and organisation types, and we’re now looking to grow rapidly in new and existing markets.
What you’ll be doing:
- Responsible for growing our presence in new markets/sectors
- Handling inbound trial requests – getting trial users set up with a tailored Overton account and providing support for their trial period
- Conducting demos
- Outbound sales outreach and prospecting
- Handling the pricing and contractual negotiations for new sales, as well as supporting the Engagement and Support team with renewal negotiations
- Representing Overton at conferences
- Working closely with Marketing and Product to grow our reach, generate leads and understand our market position
- Developing an expert level understanding of the products and our clients’ requirements
- Maintaining accurate and up to date records in Pipedrive, our sales CRM
- Gathering feedback from prospective clients and the wider market to inform product development
- Working with the team to help define commercial strategy and identify new opportunities for growth
About you
- Proven record of exceptional sales performance and a strong motivation to exceed targets
- Strong commercial instincts with an entrepreneurial approach to sales – able to identify and act on new opportunities proactively
- Experience selling similar products in the bibliometric, research impact, policy discovery, publishing or scholarly communications space
- Experience selling B2B to clients in any of these sectors: universities, research funders, governments, corporates and IGOs
- Experience cultivating framework agreements and consortia relationships would be a bonus
- Thrives in a collaborative and busy team environment and sees their role as helping the business thrive, as well as meeting their own targets
- Comfortable with ambiguity and continuously creating and refining new approaches
- Brings a strong existing network of contacts
- Cultivates positive long-term relationships with prospective clients
- An innate ability to grasp the problems our clients face and tailor our offer to their needs
- Able to proactively shape our offer by feeding back into wider product strategy
- Strong communications skills and a high level of written and spoken English (other languages a bonus)
How we work
Depending on your location, this could be an office-based hybrid role (based in our London office) or a fully remote role, with occasional international travel. We operate globally but our largest markets are in North America, Europe and Australasia so candidates with networks in these regions would be our priority.
We are a small team and mainly collaborate using Slack, video calls and regular all-company meetings to see each other in person. We would like you to join us in person once a year for our all company meeting in London, UK. We will cover the expenses for this trip.
For non-UK roles, we use an Employer of Record called Deel – Deel would be your legal employer, and we would contract your services via them. As part of the process, we will check with Deel that they are able to hire in your country and with your eligibility to work.
How we hire
- Apply via Workable with your CV and a non-generic cover letter that explains why you are right for this role and why it interests you.
- We’ll get back to you within a week.
- We’ll schedule an initial 15-minute call to discuss the role, your experience and your situation, to see if it seems like a good fit.
- The first interview will be about an hour long and will be online.
- For the second interview we’ll ask you to prepare a 20 minute presentation to the team, with 20 minutes for questions afterwards. There may be a third interview at our discretion.
- We’ll make a provisional offer and discuss the employment logistics with Deel, if relevant. We’ll be interviewing a number of candidates so there may be a short delay, but we will try to keep you informed throughout the process.
- We create the role on Deel’s platform and you start the process of onboarding with their HR team. Once this has been done, you are able to start work for Overton.
We are reviewing applications on a rolling basis and would like to hire into this role ASAP, so please get in touch as soon as possible if you’re interested. If you’d prefer to have an informal chat with us before submitting an application, email [email protected] in the first instance.
Benefits
- A supportive, friendly work environment within a company that cares about its team and its impact on the world (we are accredited by the Living Wage Foundation and the FSB Good Business Charter and we’re Net Zero!)
- The chance to have a real, customer facing impact on the product and team from your first week here
- Competitive salary, dependent on experience and location
- We’ll provide a new Mac, PC or Linux laptop
- Generous annual leave entitlement of 34 days per year including public holidays (barring any conflict with local laws which take precedence)