Tomes GmbH

Sales

• Your mission is to reliably acquire new customers every month in increasing numbers to achieve the company’s revenue targets
• Guide leads through the decision-making process
• Take ownership of marketing-qualified leads
• Promptly contact leads and present yourself as a trusted advisor and main point of contact — build a relationship of trust (communication via email, phone, and video conference)
• Execute the sales process: 1. Qualification call, 2. Live demo, 3. Closing
• Carefully document activities and record calls for handover, analysis, and learning purposes (daily working tool: HubSpot as CRM)
• Teamwork and support for Sales Analytics
• Monitor and deeply understand your KPIs: licenses sold, licenses per new customer, conversion rate from qualified lead to customer
• Prepare and present your KPIs weekly in the OKR check-in team meeting
• Capture essential sales information for Sales Analytics, e.g., common objections, reasons for lost deals, purchase drivers, frequent challenges of prospects, distribution of specialties in the sales funnel
• Work closely with the Marketing and Customer Success teams to optimize the customer journey (especially lead intake and customer handover)
• Collaborate with Product Management to optimize product presentation

Sales Manager

Sales Development Rep

• Identification of potential new customers
• Initial contact via phone
• Conducting the qualification process up to scheduling online demos
• Accurate logging of activities
• Continuously questioning and optimizing your approach

Junior Sales Development Representative, SDR - also possible as a working student

• Identify potential new customers
• Make outbound phone contact
• Execute the qualification process through to scheduling online demos
• Diligently log activities and record calls for smooth handovers, analysis and training purposes (daily tool: HubSpot as CRM)
• Continuously question and optimize your approach

Sales Development Representative, working student option

Customer Success Manager

• As Head of Customer Success & Support you will be part of the management team and lead our experienced Customer Success & Support team through an exciting upcoming scaling phase.
• Ensure successful new-customer onboarding, customer satisfaction and growth of the customer base through referrals, upsell and cross-sell.
• You will develop the Customer Success strategy and implement it: hands-on, data-driven and results-oriented.
• Together with RevOps/BI you will optimize dashboards, forecasting, automations & playbooks and ensure work is cost-efficient and smart.
• Ensure targeted use of AI across all your departmental processes and support your team in implementation and application.
• You are the voice between the management team and your team: you will advocate for your team, set expectations and facilitate communication in both directions.

Sales Manager

Junior Sales Development Representative, SDR - also possible as a working student

Sales Development Representative, working student option

Head of Customer Success – Support