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

Much of the sales rep's job can be automated with today's technology: large language models, web scraping, automation, integrations, and more!

The role

• 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

• 4+ years of experience in Revenue Operations or Sales Operations, ideally with strategic impact across Sales, Customer Success, and Marketing functions.

• Advanced expertise with sales tech stacks and platforms, including Hubspot, Outreach, Gong, Zoominfo, Salesforce, and Salesloft.

• Strategic Execution: Demonstrated ability to independently manage complex projects, set priorities, and drive execution to meet critical milestones.

• Change Management: Skilled in change management, with a track record of implementing process improvements that support cross-functional teams and drive sales success.

• Data-Driven Decision Making: Expertise in analyzing data and trends to provide actionable insights and inform strategic decisions across the GTM organization.

• Cross-Functional Collaboration: Proven ability to build relationships and work closely with leaders in Sales, Marketing, Customer Success, and other departments, contributing to regular reporting and planning.

• Proactive Problem Solving: Ability to identify and resolve potential roadblocks