Silicon Alley in the Pioneer Valley -- Seeking Experienced Sales Talent

3BL Media - Northampton, MA


3BL Media, the world’s leading communications partner for purpose-driven organizations, is hiring a business development representative who will be located in our Northampton, MA headquarters. 3BL Media is a SaaS digital corporate communications platform used by some of the world’s biggest companies (UPS, Walmart, Pfizer & hundreds more) to tell their corporate responsibility and sustainability stories to a global audience to drive measurable impact.

Experienced sales and business development professionals from the marketing, technology, and PR services industries are encouraged to apply. Two to three years' sales experience and working with Salesforce and LinkedIn is preferred. This position is an excellent opportunity to apply strong interpersonal skills with sales communications acumen in an entrepreneurial environment.

About You

We'd like to learn more about you and sometimes a resume just can't say it all. Include a cover letter and tell us a little more about why this position is a fit for your skills. We value the cover letter so much that applications without a cover letter will not be considered.

About the position

In this highly visible role you will be expected to prospect qualified accounts, present 3BL Media’s services, deliver recommendations (proposals), and strategically move opportunities to closed business. The position has a strong emphasis on prospecting and the presentation of services through web sharing programs, virtual/tele presentations and, occasionally, face-to-face meetings or conference and trade show attendance.

Fast trajectory of this candidate toward account executive is achievable by demonstrating strong understanding of the sales process and achieving desired results in the first 6-12 months. Our account executives use the Account-Based Marketing (ABM) model and this position is a great training ground for reps to learn the ropes. Consistent training will be provided and is a major benefit for those looking to grow professionally as consultative, relationship-driven sales professionals.

In this role, you will be expected to:

  • Use LinkedIn and other resources to do ‘pre call prep’ to add value to the prospect on the other end of the line
  • Make a high volume of cold calls weekly and respond to marketing leads to qualify and schedule (phone) appointments, have excellent follow-up practices after the call
  • Utilize and continuously improve your listening skills. The best salespeople ask the best questions and listen/learn from clients to then create solutions to help them solve business problems
  • Use strong documentation practices to have Salesforce work to your advantage as a data-driven seller that manages the sales process end to end
  • Build a pipeline of prospects and manage these prospects through the decision process to close business
  • Have a thorough understanding of tech solutions in order to promote the benefits 3BL Media’s services, features, & differentiators
  • Collaborate with colleagues on cross-sell and upsell opportunities

Must-have qualifications for this role are:

  • Bachelor’s degree and 2-3 years B2B sales experience, or 3-5 years equivalent sales experience, ideally in technology, PR, communications or marketing industries with a proven track record of successful sales and achieving goals
  • Ability to be fluent in your resources as a self-starter working independently
  • Demonstrated experience with picking up the phone and communicating value
  • Knowing the power of silence, having the interpersonal skills to listen and understand potential client needs
  • Technologically savvy, with proficiency in Mac operating systems, Microsoft Office programs, CRM systems including command internet research
  • Experience and enthusiasm for the communications industry and genuine interest in sustainability and corporate citizenship
  • Strong organizational, strategic-thinking and time-management skills
  • Superior writing and communication skills
  • Upbeat demeanor along with a sense of humor, a positive, can-do attitude, and the humility to regularly incorporate the feedback of others into the work processes.
  • Occasional travel required throughout the United States

To Apply

Please submit your résumé and a cover letter via Indeed outlining your interest in this specific position. Please include your compensation goals, how you learned of this position, and why you think you are a good fit in the cover letter. Cover letter and resume must be received by March 21, 2019.

We offer a competitive compensation package of base salary plus commission with performance and growth-based bonus opportunities.

3BL Media is an Equal Opportunity Employer

Job Type: Full-time


  • Bachelor's (Preferred)


  • Northampton, Massachusetts (Required)

Required travel:

  • 25% (Preferred)

Billing cycle:

  • Monthly

Sales cycle:

  • 3 to 9 months
  • Less than 90 days

Typical deal size:

  • $25-49k

Sales environment(s):

  • Office or call center

Onboarding time:

  • 1-3 months

This job will require you to pass a background check:

  • Yes


  • Key Leader