Nooks

What is Nooks?

Nooks is a platform transforming sales reps from manual laborers to scientists. With today’s technology, sales reps shouldn’t need to manually write hundreds of emails, research hundreds of websites/linkedins, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.

The problem

Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR’s in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams)

In their day-to-day, SDR/BDRs spend time on 3 main activities:

1. Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.
2. Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demo
3. Calling - Live phone conversations often have higher conversion than emails because they’re more personal, but there’s a lot more manual work involved

Most of the sales rep’s job can be automated with today’s technology: large language models, web scraping, automation, integrations, etc.

Nooks today

Our customers use Nooks for most of their day (avg ~3hrs/business day). Nooks currently owns end-to-end workflows around sales calls:

• AI dialer - automates the manual parts of the calling process: skipping answering machines, leaving voicemails, taking notes, logging calls, even figuring out what to say on a call
• Analytics - we record, transcribe, and analyze every call. Since these are all outbound calls with little context, these calls follow similar structure - opener, pitch, questions/objections, ask for meeting, etc. So we can answer questions like: “which reps struggle to book the meeting with prospects who showed interest” or “what are the most common objections across each of our key personas”
• Salesfloor - sales reps & managers can work together throughout the day, listen to each others’ calls, give real-time advice, coaching, shadowing, onboarding, training.

Teams that use Nooks often see a 2-3x increase in reps’ productivity within weeks! And we’re working on adding prospecting / research workflows (to-be-announced soon!)

The role

Responsibilities

• Oversee Hubspot CRM - monitor, analyze, and identify trends, as well as provide insights into our teams’ performance
• Ensure our customer subscription and other GTM tools are working seamlessly, providing guidance and support to team members when needed
• Work with department heads on account market scoring / segmentation, new account distribution across sales reps, CS portfolio planning, increasing our contact / account database as we scale into new markets, and rep capacity calculations.
• Create and manage team-specific internal and external GTM dashboards that include KPIs like GDR, NDR, MRR waterfall, Churn, Growth Rates, lead conversions rates, quota attainment, and more
• Partner with marketing to ensure that marketing programs are attributed correctly
• Build forecasts that allows the various teams to understand both volume and timing of pipeline generation across different channels including but not limited to inbound, outbound, conferences, referrals, and more
• Develop and implement a strategy for our tools, processes, and people that make up GTM infrastructure, ensuring that processes are scalable
• Be a trusted advisor to department leaders and support the delivery of OKRs
• Own Sales and CS commission tracking and approval process to ensure the team is being compensated accurately and on time
• Assist with new hire onboarding with sales tools, license provisioning, and permission set management

Requirements

• 5+ years of experience leading a RevOps organization across Sales, Customer Success
• Deep expertise with Sales tech stacks and experience with tools like H