I’m Ben, the Commercial Director at Delib. Since 2001 we’ve been developing software to help governments consult their citizens on matters of policy.
Sometimes the issues discussed are small, local and niche; sometime they’re of national concern, making the headlines; regardless, they’re always important to the people affected.
We help to give these people a voice by providing technology that allows them to submit their views and opinions and we’ve been doing this since 2001. But, before anyone can use our platforms, whether it be the government or the citizen, someone has to sell them and that’s where you come in.
The job, briefly
Delib operates a consultancy-focussed sales team that helps people to understand our software platforms and their potential applications.
Sometimes the job involves people approaching us, sometimes we have to find them ourselves, but either way they can’t buy anything unless they understand how the platforms work. As such, a big part of what I do and indeed, what you’ll eventually do, is demonstrating them – most of the time we do it remotely via screenshare, sometimes we do it in person.
In order to make those sales we do all the usual stuff – operate a CRM system, audit markets, look for emerging markets, plan sales-based marketing campaigns, obsess over individual and company pipelines, establish short, medium and long term sales targets and yes, we also have strict KPIs, which you’ll be expected to hit.
The job will require you to not just learn product knowledge, but also, in time, become an expert in the market we work with – government. Government is great: it keeps countries, cities and regions running; it provides health care; fixes roads; polices our streets; runs judicial systems and pretty much everything else in between, and, largely, governments are full of people who care about what they do. But (and it’s a big but) government is not always easy to work with.
This role will require you to learn about its structures, its attitude, its bureaucracy and yes, its sometimes sluggish buying pace. We need someone with patience and an eye for the long game. If you want to make a sale every day, or even every week, this isn’t the job for you.
You will be directly responsible to me and you will definitely not be required to manage people or a team.
Your core market will be government in the UK and Republic of Ireland and we also do business in Australia, New Zealand, mainland Europe and North America, so the job definitely requires someone flexible enough to work in the evening, or the early morning – not all the time but it will happen. It’s also probable that you’ll end up on a plane to visit the Australian team or help with expansion in North America at some point in the future.
Why I like to work here
Delib is a fairly unique opportunity to do something that actually matters and improves people’s lives on a grand and a small scale.
Internet tools alone won’t strengthen democracies, but without them it’s downright impossible to improve the ongoing relationship between citizens and their government. It’s also pretty damn satisfying to see something you’ve sold mentioned on the news or seeing citizens Tweet nice things about using it. More than that, if you’re the kind of person who wants to see how government works from the inside and access its people and its occasionally grand buildings, there’s probably not a better way other than joining the civil service itself.
Aside from our social mission, I also like Delib’s somewhat unconventional working environment. The dress code when you’re in the office is roughly ‘wear clothes’, using business speak is almost grounds for dismissal and we operate that most wondrous of things – flexi-time.
We also do all the usual tech company stuff – Macs, second screens, 25 types of (arguably pointless) tea, our own mini festival – in short, it’s one of the better working environments you’ll come across.
For better or ill, (I’d say better) I run my own day and so does everyone else. You need to be able to crack on without constant supervision, which suits independent people down to the ground. The culture here is ‘do the right thing’ rather than ‘say the right thing’.
What do I want from you?
- Simply put, I want you to persuade potential customers that our platforms are the best for their needs, and I need you to do it month in, month out.
- Government is generally slow at buying anything, so you’ll need to be an expert in managing a long term pipeline.
- Our market is finite, so I need you to be good everyday. Our reputation is our livelihood and whilst it might be frustrating if someone doesn’t want to buy anything from you this month, they probably will next year; such is the world Delib inhabits. If you can’t handle the rejection without being rude, unhelpful and gruff, you won’t help Delib succeed.
- If you’re the kind of sales person who’ll do anything to make the sale, from endless pestering to making false promises, don’t apply. I need someone who understands why I say that and also someone who believes in it.
- I also want you to learn about the world of digital democracy and get to know the in-crowd. This means keeping up with the latest developments, expressing opinions in the right channels (blog posts, Twitter etc) and getting on the London train to show your face in Whitehall.
- You can definitely spell and know where to put a semi-colon.
- This job involves plenty of writing, as well as being comfortable on the phone (I hope that one goes without saying), and it’s important that you can explain complex ideas simply and honestly.
- You’ve probably worked in business to business sales for at least 3 years and you understand how the entire end-to-end sale process works, from initial contact to final contract.
- We’re not looking for a graduate (although we do hire those for other roles) or anyone else who needs the basics explained, so please don’t apply if that sounds like you.
The type of person we’re looking for
Consistently the best people we’ve hired into consultancy / sales roles are smart, passionate and nice. So you need to be all of these. Specifically for this role you need to:
- Good at communication : you’ll be spending a lot of talking to government folk on the phone and face-to-face, so you need to a good communicator. You’ll also need to be happy doing presentations in front of senior folk, and be good with words.
- Hard working : you’re going to need to put in some hard yards, and not shy of picking up the phone to get a sale closed if needed.
- Charming : charm goes a long way in life. You need to have it in spades.
- Process orientated: when you’re doing with lengthy governmental procurement processes, you need to make sure that you keep on top of process to make sure the sale doesn’t slip.
The job is based in Bristol, it’s cool and getting cooler. Don’t live here already? Move, you won’t regret it.
We’re offering £30-35K p.a. depending on experience. Please attach a covering letter to your CV and send them to firstname.lastname@example.org.
We follow the HMG Baseline Personnel Security Standard and you will therefore need to satisfy basic eligibility criteria/certain conditions of employment (e.g. nationality rules/right to work); and provide appropriate documentation to verify ID, nationality, employment and/or academic history, criminal record (unspent convictions only).
No applications will be accepted via recruitment companies.