Middle Market - Sales Development Representative

| Chicago
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At Paro, our mission is empowering finance and accounting professionals to embrace and succeed in the future of work. We do this by providing freelancers with a platform to grow and manage their book of business, along with the tools to predict their future earnings. Our machine-learning algorithms create custom matches between freelancers and businesses who need their support, and the quality of work delivered is unparalleled.

What’s the job?

Glad you asked. Paro is seeking a driven sales professional to join our brand new middle market practice and learn sales from the best. This person will work directly with our Middle Market Practice Manager to build a business-within-a-business at one of Chicago’s fastest growing start-ups. The high level of opportunity for career growth and compensation is only matched by our equally high expectations for the level of activity, creativity, and ownership you’ll bring to the table.

 The team’s goals are to:

  1. Build relationships with CEOs and CFOs at businesses making between $50MM and $200MM annually.

  2. Share Paro’s vision for the future of finance and accounting teams with key decision makers.

  3. Work closely with our network of finance and accounting experts to build custom teams for these large clients. 

  4. Deliver those custom-built solutions to clients and expand our service offerings over the course of our first year together.

  5. Set sales records and have a ton of fun along the way. 

Great! So, um, what would I actually do?

Another great question. I can tell we’re going to get along swimmingly. A successful SDR in this role would:

  • Work with the Practice Manager to maintain a laser focus on the right accounts.

  • Develop deep and genuine business relationships via email, phone calls, LinkedIn messages, carrier pigeon, snail mail, and/or any other communication method you can think of to stand out.

  • Establish prospects’ current needs (if any) and set qualified sales or informational meetings. 

  • Use Outreach.io and Salesforce to plan, execute, and track communications with prospects.

  • Be accountable for your own call and other activity schedule.

I don’t want to be an SDR forever. What will I learn in this role to set me up for the future, and when will I get promoted so I can close my own book of business?

Love the transparency and confidence. We’re looking for someone to spend 9-12 months in this role, and expect that you’ll reliably be leaving quota in the dust every month by then. During this time you’ll work hand-in-hand with our Middle Market practice manager, learn how to focus on the right accounts, when to cut bait, when to make the hard sell and when to move to a nurture track. 

You’ll listen in, and eventually participate, while top performers run discovery meetings—that you scheduled!—yield 6- and 7-figure deals.  We’ll teach you how to handle the toughest client concerns (on price, need, competitors, or timing) like an absolute pro. 

We’ll show you how transparency, honesty, humor, subject matter expertise, the occasional optional profanity, reliability, follow-through, personality, and organization are all mixed in *just* the right amounts to build a world-class sales pipeline. 

Once you’ve proven that 1) you’re an expert at outbound prospecting and sales processes, and 2) you can consistently execute at top-performer levels, you’ll get to close your own deals with some support. 

And then we take the training wheels off and you get promoted.

What skills and experience should I have for this role?

  • Consistent skill researching and converting cold prospects into qualified leads while meeting monthly quota.

  • A keen ability to understand the needs of prospective clients. 

  • *Spectacular* written and verbal communication skills. 

  • Confidence in opportunity qualification, conversational control, and time management at “I can do it with my eyes closed and one hand tied behind my back” levels.

  • Strong listening, organization, presentation, and business strategy skills

  • Be persuasive and able to think on your feet.

  • Have 1 year (mandatory) or 2+ years (strongly preferred) of sales experience, ideally in a B2B and/or services-oriented business. (If this job sounds great, but you’re looking to break into sales for the first time, check this role out: https://paro.applytojob.com/apply/QsC2dwPfTe/Sales-Development-Representative)

  • Background in financial services or consulting is a plus, but definitely not required.

What kind of people are you looking for?

We only hire smart, fun, hard-working people who value collaboration and teamwork. We’re growing fast, and we want new hires to hit the ground running, succeed and grow, and then take on more responsibility. Specifically, we’re looking for someone:

  • Self-motivated. We absolutely want to teach you how to be an exceptional salesperson. We absolutely do not want to have to ask if you’ve followed through on basic tasks.

  • Consultative. Great salespeople are great listeners. You should genuinely want to know about your prospects businesses and lives, and be able to share enough about yourself to build a relationship as the foundation of a sale.

  • Curious. You relish the challenge of learning new things and continuing to develop your skill set.

  • Productive. This is an awesome sales role. It is still also a sales role. You understand funnel management and the law of large numbers, and you’re excited to put some hard work in.

  • Resilient. “No” doesn’t scare you. You’ve heard “No” so much during your time that you’re immune.  You know that learning the why behind each “No” makes you better, faster, stronger. 

  • Gritty. We work hard to deliver services that are truly valuable to our clients. We are resilient, persisting through obstacles and collaborating across teams in pursuit of solutions.

  • Cool, Calm, and Collected. It’s a start-up folks. Sometimes shit doesn’t go according to plan. Be able to roll with the punches while still crushing goals and being a valued, respected member of the team.
     

Anything else?

Yes. We really value professional development. As an SDR you’ll have tons of opportunity for training and learning and growth, and you’ll do your work in an incredibly supportive and collaborative environment. We want you to grow and learn all the time, so that when you’re ready for your next challenge, you want to take it on with us.

Are there perks?

There sure are! We love perks.

  • Competitive salary + stock options + uncapped commissions

  • Health, dental, and vision insurance

  • Unlimited PTO—we trust you

  • Flexible work arrangements, including the ability to work from home on those days where you just know you’ll get more done in silence in your apartment in your PJs

  • A casual but very driven work environment.

  • Monday breakfast, Friday lunch, and a mix of healthy and unhealthy snacks.

  • Regular happy hours, team outings, and other fun team activities (3v3 basketball, poker nights, etc etc)

  • Great office location in Gold Coast, steps from the Red line, the 22, or the 36.

This all sounds great. How do I apply?

You’re a great salesman/saleswoman. We already told you who this role reports to and we assume you know how to find people like managers or recruiters on LinkedIn. Want to apply? Figure out how to let us know you want the job.

In short, sell us.

Why Paro?

Vision: We are creating a boundaryless workforce where labor is the analog. Our future of work is optimized at the skill and task level, and makes finding perfect-fit talent as simple as buying a product on Amazon. A mass migration to the freelance economy is already underway, and many leading analysts predict that 50% of the workforce will be freelancing by 2025. By capitalizing on this generational shift, we are disrupting the $150bn antiquated finance and accounting industry. We are backed by Revolution Ventures, Global Founders Capital, FJ Labs, and other leading investors and angels.

Culture: Collaboration is key to the Paro Home Team. Together, we curate an open environment and encourage constant feedback to create great experiences for our freelancers and guarantee success for our clients. We live and breathe our values and have a whole lot of fun along the way.

What We Do: We help growing companies gain confidence in their finances. Paro matches businesses with the highest vetted bookkeepers, accountants, financial analysts, and CFOs who provide remote, on-demand, hourly support when clients need it. We only accept 2% of applicants into our highly curated network of experts, so clients know they’re working with the best of the best.

Our Values

At Paro, we pride ourselves on our strong value-oriented culture—which we created together as a team—and look to bring on new team members who also embody these values.

Enjoy the journey

We bring energy to an antiquated and stale industry

We embrace fun

We don’t take ourselves too seriously

 

Have each other’s backs

We are a team; we win together and lose together

We can handle anything

We feel confident to take risks because we serve as each other’s safety net

We are a community, not just a workplace
 

Do the right thing

We don’t cut corners; we take a long-term view of success

We deposit in the Karma bank

We are loyal to clients and freelancers

We are transparent and don’t hold ulterior motives

 

Take Smart Risks

We believe that trying and failing is better than not trying at all

We think creatively about obstacles

We challenge assumptions

We are nimble

 

Never settle

We invent new ways to do what we do

We want to be comfortably uncomfortable and encourage each other to take on new and more challenging projects

We are each accountable for every team member being their best and push each other and give others permission to push you

Be yourself

We bring our whole selves to work; we're cool with who you are, professional and otherwise!

We recognize that everyone brings something important to the table and that conflict helps us grow

We are sensitive to our differences; we value being yourself while making space for others to be themselves

We are committed to creating a culture of inclusion as we grow

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Location

We have a great location in River North! The office is steps away from public transportation.

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