🍰 Startup Sales Account Executive

Cliffnotes

This is an incredible opportunity to join a fast-growing startup as a product salesperson. This role is perfect for a full-stack AE who has genuine excitement about scaling a PLG platform, passionate about startups and has proven experience selling to B2B decision-makers. People who join Cake learn about the product passion, startup velocity, and “get it done” attitude behind the scenes. This is no traditional sales role, we experiment, we use data, and most of all we obsess over customer problems & solutions, to unlock the value of equity to power the exponential.

Before we get into it, who is Cake? Our mission is to accelerate startup team motivation through equity. We’re the intuitive equity platform for fast-growing startups allowing founders to streamline their cap table, equity grant templates, raise simulation, and much more. Originating in Australia, we have been in the US market for 2 years and just getting started. We’re profitable and we’re growing fast!

What you'll be responsible for:

• Meet and exceed monthly sales quota
• Proactively identify and target potential customers while managing a high volume of sales deal cycles simultaneously including prospecting, discovery, demo, and closing
• Source new leads through diverse channels (LinkedIn, networking, events, referrals, outbound sales, product usage behavior etc) 
• Build strong relationships with prospects and customers through strong f2f relationship building (in person, event networking)
• Maintain a clean and current pipeline of high value opportunities. Tracking deal cycle details including use case, purchase timeframes, next steps, and forecasting in Hubspot
• Articulate the unique value proposition of Cake’s products, aligning solutions with customer needs, and solving complex business challenges
• Delight new Cake users to recognise value in the platform and drive retention.
• Be the voice of our customers - share ideas to generate sales, and structured insights with cross functional members for product development
• Evangelize Cake’s unique value proposition to the US market

Early on, you'll jump right into:

• Revenue Generation: Hit minimum 75% to quota, demonstrating proficiency in prospecting, nurturing and closing deals.
• Product Familiarity: Become thoroughly familiar with our product offerings, including features, benefits, and competitive advantages.
• Customer Engagement: Initiate contact with assigned accounts, establishing rapport and understanding their needs.
• Pipeline Development: Build and maintain a robust pipeline of prospects
• Sales Training Completion: Complete all required sales training modules and demonstrate application of learned techniques in real-world scenarios.
• Feedback Loop: Provide regular feedback on market trends, customer pain points, and competitor activities to help refine sales strategies.
• Process Optimization: Identify inefficiencies in the sales process and propose + implement solutions to streamline workflows, improve conversion rates, and enhance overall productivity.
• Cross-Functional Collaboration: Collaborate effectively with marketing, product, and customer success teams to ensure alignment of sales efforts with company objectives, as measured by positive feedback from peers.

What you'll need to be successful:

We want you to love your work and believe that these skills will allow you to succeed in the role. Applying these skills requires:

• Strong CRM proficiency and using/testing new sales enablement technology to drive efficiencies 
• Proficient in data analysis, sales automation, and digital sales tools.
• Exceptional negotiation, presentation, and communication skills.
• Customer relationship management skills and strong pipeline & nurturing management skills
• Consistent pipeline management with prompt follow up and closing of deals
• Analytical mindset, with the ability to leverage data to drive insights and make informed decisions.
• Prioritization skills - ability to logically reason high impact activities based on company objectives. 
• Ability to work independently with full autonomy. 
• Strong understanding of the customer problem and matching their needs to the relevant product feature. 
• Startup ecosystem experience and knowledge 
• Experience with cap table management and stock option plans (nice to have)
• 3-5 years experience in B2B SaaS sales (PLG SaaS nice to have)
• LA preferred location

As a 100% remote employee, we’re looking for someone comfortable with asynchronous communication as the default and confident in being a proactive communicator. With our head office in Australia you’ll need to be comfortable working across multiple timezones to maximize collaboration with a global team. Ideally you have experience working asynchronously and are comfortable using tools like Slack and Loom to communicate as needed.

Hiring process for this role

Initial First Meet: If your application is shortlisted, you will have a 30-minute meeting with Cake Equity’s CEO, Kim. This meeting gives us an opportunity to learn more about your experience and also allows you to ask any questions you have about the role.

Challenge: If successful after the initial first meet we’ll provide you with a challenge that gives us an insight into how you think. You will submit this and spend 30 minutes with Elise, Chief Marketing Officer and another colleague

Co-Worker Interview: You’ll meet two members of the team for a 30 minute interview that will deep dive into your related skills and experience.

Why join Cake Equity

At Cake Equity we are on a mission to accelerate startup team motivation, through equity ownership. Our goal is to empower startup founders and create a whopping 1,000,000 new equity owners by the end of 2024! We’ve been getting some love too, picking up a Rising 40 award from Openview as a standout global PLG business and ranking top 3 for our recent launch on Product Hunt.  

At Cake, we know that our Company's strength lies in the diversity of our employees. We strive to create a mindful and respectful environment where everyone can bring their authentic self to work, and experience a culture that is welcoming, supportive and flexible.

Meet the team...

We're a tight-knit crew of 25 global team members spread across the US (LA Headquarters), Australia, the Philippines, Spain, and Portugal. We work hard, play hard, and live for a creative, healthy lifestyle. We're all about flexibility, high-performance, and keeping our eyes on the mission. If you're passionate about startups and want to make a real impact, you'll fit right in.

Cakes company values

Built on Trust: Fostering an environment of trust by being reliable, consistent, and transparent. We do what we say we’re going to do

Strength in Diversity: We seek out diverse perspectives and lived experiences to support and enhance our purpose. Our product and our impact is amplified by our inclusive and supportive culture.

Hungry & Humble: Ambitious & humble people can change the world. Real progress is made when all of us make a concerted effort to bring more to the table. That means moving faster, prioritizing correctly and supporting each other to grow.

Own our Mission: Our unwavering commitment to our mission, our team health and our values will allow us to build a generational company that will change the future.

Health as an Enabler: We invest into our mental and physical health to allow us to perform at our peak and bring our best selves to work.

Additional benefits

• 5 weeks annual leave, and 5 days leave are counted as accrued from day 1 to allow for flexibility from the get go
• Birthday leave (in addition to paid vacation leave)
• Parental leave policy (16 weeks primary, 4 weeks secondary)
• Working arrangement can be hybrid – mixture of coworking and WFH as fits best for the workflows
• Partly paid remote company strategy work opportunities
• Short-term role growth opportunity 
• MacAir and equipment 

Note: Industry research shows that women and those in traditionally underrepresented groups generally don’t apply to jobs unless they check all the boxes for the role. If you feel strongly that you have what it takes for this role but don’t check 100% of the boxes—that’s okay—we encourage you to apply anyway and highlight what you can bring to the table.