Inside Sales Representative

About Ketch

Ketch is a coordinated set of applications, infrastructure, and APIs that collapses the cost and complexity of privacy operations and mobilizes permissioned data for deeper customer engagement and top-line growth. 

With Ketch, companies can adapt programmatically to fast-changing regulations while managing risk and significantly reducing operational and privacy engineering costs. Our customers achieve complete, dynamic data control and intelligence over vital data assets. Our products help build trust and create the foundation for responsible AI and advanced data and analytics initiatives. 

About Our Team

The successful candidate will join our team of Account Executives, Sales Engineers, Inside Sales Representatives, and Business Development Representatives (BDRs). Through our work, we bring Ketch values of passion, growth, grit, collaboration, and integrity to life.  We love to learn and are open to feedback. Ketch is growing rapidly and we’re scaling our team to help further accelerate our growth. Our new colleague will enjoy working in a fast-paced environment.  

About The Role

We’re looking for an Inside Sales Representative (ISR) focused on the  small business /commercial segment with a solid track record of building strong customer relationships and beating quota. In this sales role, you will develop an understanding of potential customer challenges, appropriately map Ketch solutions to needs, frame business value, and close business. The successful candidate will work well with colleagues across other functions including marketing, customer experience, product management, legal, and finance.

While this is a remote role based in the US, we will be prioritizing candidates that are located on the East Coast, specifically New York and Boston.

• Pipeline Generation – Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound opportunities including customers ready to ‘graduate’ from our free product offering. Maintain appropriate pipeline hygiene and coverage.
• Relationship Development – Gain an understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Move quickly while developing a  relationship with the key buyer(s) within the account.
• Value Framing – Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math.
• Sales Execution – Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won.
• Product Knowledge – Develop both a functional and technical understanding of Ketch products at sufficient depth to enable delivery of standard product demonstrations aligned to customer needs. 
• Market Insights & Positioning – Develop a deep understanding of the nuances within the small business/commercial market segment and provide guidance to the product and go-to-market teams on how to effectively align the company’s solutions with market needs.

• 2+ years of quota-carrying, sales at a SaaS company in the data privacy and/or adtech/martech sectors
• 2+ years of average deal sizes in range from $5K to $25K
• Demonstrated ability to translate a technical solution into measurable business value
• Results-driven mindset and proven ability to beat sales targetsHistory of success in working as part of a virtual global team environment
• Exceptional time management and people alignment skillsBachelor’s degree or equivalent