Senior Sales Executive

Job Description

Your mission

We’re on a mission to make the world's videos watchable in any language.

Papercup uses AI to dub videos into other languages using the most human-sounding synthetic voices you've ever heard.

Leaders in entertainment, news, and corporate use Papercup to leap language barriers and engage more deeply with their audiences, while cutting costs and getting their video content out to international markets faster than ever before.

Last year over 300 million people watched videos translated by Papercup, and our customers include Business Insider, Sky News, Discovery, and BuzzFeed.

At Papercup we care about our people - culture matters deeply to us and we are committed to building a company people are proud to work for.

And we're growing fast. That means you can help grow the business from the ground up and maintain a lot of ownership.

Your profile

ROLE OVERVIEW

Want to rep technology that makes jaws drop and build commercial relationships that last for years? This is your chance!

We're on a mission to land and expand, and you'll be in the driver's seat for the entire sales cycle. Utilising your highly honed skills you’ll build relationships across the entertainment and media landscape.

You'll be the buyer's trusted guide from the first Discovery call, helping them see how AI localisation fits into their larger strategy and addresses their critical business issues.

Through planning and conducting new business activities you will lead client interactions including on-site visits, online meetings and attending global events. You will need to demonstrate your understanding of technical requirements and craft long-lasting partnerships.

In our line of work, most sales happen when we are not in the room, so you will learn to coach your buyer and how to navigate their internal buying processes like a superstar.

And all the while you'll be learning and teaching, sharing dispatches from the front lines with the rest of the company, and being a core contributor to our commercial playbook.

Internally and externally, people will trust your deep knowledge of the localisation world, and respect you for your professionalism and eagerness to share what you have learned.

RESPONSIBILITIES

New Business Sales

• Generating opportunities in our core industries of Entertainment and Digital Media
• Guiding buyers through an efficient buying process that adds value for them regardless of the outcome
• Discerning when an opportunity is not a good fit and being honest and helpful in your disqualification
• Going above and beyond for the opportunities that are a good fit, equipping the buyer with everything they need to make the sale internally
• Closing the deal and setting up the customer for swift success

Retain and Expand

• Ensuring your hard-won customers are super served from a commercial and strategy standpoint as they onboard and ramp up
• Uncovering and pursuing new opportunities within those companies to win additional business and deliver additional benefits to your customers

Collaborate

• Partner with your BDR colleagues to make sure the pipeline is filled with the right kind of quality opportunities that give you the best chance of hitting targets
• Partner with your Customer team colleagues to make sure you have a shared understanding of your client's needs and success criteria, so the Producers can look after all operational aspects of client projects while you focus on the commercial relationships
• Work closely with the rest of the Customer team and your colleagues in Marketing and Operations to inform our strategy with your insights, and shape our processes with your feedback
• Be an active participant in learning and teaching across the Customer, Product and ML teams.

YOUR PROFILE

Must Have

• You are genuinely customer-focused and find real joy in helping customers grow their business
• You have full-cycle sales experience (i.e prospecting, providing strong demos and negotiating contracts), ideally gained from selling to entertainment and digital media industries
• You can demonstrate hitting sales targets consecutively
• You show a clear understanding of solution selling rather than product selling
• You can communicate with different audiences with a high degree of emotional intelligence - both internally and externally
• You love to learn and do not shy away from a challenge - we are a fast-moving machine-learning startup so, learning all about new industries as we grow our customer base needs to be something that excites you!
• You are self-motivated and will always take the extra step without being asked
• You have at least six years of experience in sales and business development

Nice to Have

• Digital media and Entertainment industry sales experience
• Strategic business development experience within the global translation and localisation industry
• Experience in a start-up environment

Why us?

• We really care about our people - culture matters deeply to us and we are committed to building a company that people are proud to work for
• We're growing fast. That means you can help grow the business from the ground up and maintain a lot of ownership

Apart from all this good stuff, what else do we offer?

• We expect above-average performance, and we’re willing to pay to retain the best.
  • Base: £65-70k (depending on experience - we can be flexible)
  • OTE - Double Base Salary
• Unlimited vacation policy
• Equity
• Hybrid working: flex between WFH and time in our Old Street office (around 2 days per week)
• Private medical cover or monthly wellness bonus
• Learning budget and 'reading week' to carve out time to up skill in your domain
• The usual food and fun perks: snacks, beer fridge regular team socials, annual off-sites

Please note we’re not looking for someone who ticks all the boxes, if you have some of the skills listed above and are willing to learn, you’re the person for Papercup.