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Cutting-edge Technology to Dramatically Reduce Food Waste & Improve Operational Efficiency

Head of Sales

$140k – $200k • 0.75% – 1.25%
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Background:

Copia uses technology to make healthy food more accessible to people in the community by helping businesses redistribute high-quality excess food to feed people in need. Businesses use our technology platform to feed the community, save money, and reduce waste. Together, we’re making hunger history.

Now more than ever we need technology to improve our cities, our lives, our planet. That is exactly what Copia is building -- a for-profit technology solution to reduce food waste and hunger across America (and eventually, the world...yes, the world). Our business model generates strong margins. We are poised to scale.

Want to make history with us? We are hiring a Head of Sales. This is a full-time, salaried position that will report directly to the CEO. We’re looking for candidates who are currently based in San Francisco.

If you are looking to lead, be part of a game-changing business in a huge market, and do good for others and the environment, then you should consider joining Copia.

Job Summary:

In this leadership role, you will be accountable for initiating and managing strategic accounts at Copia and growing the sales team over time, with the goal of cultivating strong client relationships, acquiring new customers, increasing renewal rates and growing revenue.

You will build a team that enables Copia to efficiently scale Sales, Account Management, and Customer Service and Customer Success so that we continue to optimize the delivery of the Copia solutions economically and with high customer satisfaction and retention.

Responsibilities:

• Set the strategy for all aspects of business development for a growing sales organization
• Define the go-to-market strategy including target industry/verticals/audience, priority channels and value proposition for each. • • Define upsell and cross-sell strategy for existing customers;
• Identify & engage organizations in the target market to build a strong pipeline;
• Build relationships with and demonstrate solution/product/business value to target relevant business executives.
• Set and manage sales goals and quotas for the sales and customer success teams
• Build a successful sales team and repeatable sales processes:
• Hire, develop, provide direction to, and retain a team of experienced account executives and sales managers;
• Build, measure and optimize repeatable sales process to achieve objectives;
• Build repeatable training processes and best practices that enable to effectively prospect, manage, and close opportunities;
• Manage daily & weekly sales activities: pipelines, forecasts, closed deals to ensure above-quota results;
• Create a sales team culture that is positive, motivating and performance-driven.
• Negotiate contracts
• Identify & engage new strategic partnerships
• Collaborate with the engineering/product team to prioritize solution roadmap.

Skills:

• Extensive knowledge and experience of sales processes, including the effective use of CRM tools
• 7-10+ years of progressive sales experience, including direct sales and sales management experience
• Ideally 3+ years in a SaaS tech startup (Series A-C), rapidly scaling revenue while managing the resource constraints of a startup environment
• New business / cross-selling / upselling experience
• Great people skills – ability to recruit, hire, motivate, manage and coach (help unlock potential)
• Experience developing scalable processes and analytics skills to optimize processes over time
• Sales experience in food service, food tech, or logistics tech a plus

About You:

You’ve demonstrated success with double-digit sales growth month over month.

You have experience selling B2B and know how to navigate complex enterprises to accelerate closings.

You are a strategic thinker who can also work tactically, communicate value, think on your feet, and navigate difficult conversations with creativity and confidence. You understand client needs and think creatively to relieve pain points and circumvent obstacles to hit goals.

You are a results-driven leader and a tenacious go-getter who's excited by new challenges and stays positive in the face of adversity — and knows how to translate this motivation to others at the company. You expect yourself to exceed your goals and know how to make it happen.

You are a self-starter who takes charge and is comfortable with ambiguity while delivering results in a fast-paced and rapidly changing environment. You are always looking for ways to optimize and can embrace Copia's mission to get better every day.

You are an expert multitasker who can quickly triage competing priorities and is comfortable balancing long-term goals with short term demands.

You are a confident communicator who understands how to effectively tailor messaging and articulate value, be it in person, on the phone, or over email. You have an affinity for navigating difficult conversations and can hold your ground in negotiations.

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