Location: Koala is all-remote, with roughly Central Time working hours.
The Role
We’re looking for our first technically-minded GTM hire at Koala. To date, our founders have been a core part of how we work with customers through the pre- and post-sales process to ensure Koala is technically capable of powering their use cases, and then to help them implement Koala into their environment.
We believe, fundamentally, that the next generation of Go-to-Market requires empowering teams with truly good data, and an actual “single pane of glass” to operate from to do the work of generating pipeline.
We’ve found that getting our customers data truly well-instrumented for their sales team is transformative for the whole company. It also means the value received by our customers, and our ACVs both trend nicely upwards.
This role is crucial to making both of those things happen – they both originate from partnering deeply with customers on their use cases, breaking down those use cases into the technical requirements, and then maniacally working to make that experience seamless in Koala.
About Koala
Koala is building the modern sales stack. For too long, the backbone of some of the most valuable companies on the planet have been held together by a few Salesforce reports, one Looker dashboard and a series of color-coded spreadsheets.
Koala provides a single pane of glass for GTM orgs to prioritize the companies they pursue, conduct deep research on those companies, and successfully multi-thread into the buying committees within those companies. And that's just the start!
In early 2024, Koala graduated from founder-led sales and we exploded revenue 5x by layering on a sales lead motion. Next we plan to take Koala from a hot start up, to a world class Go-to-Market organization.
Where you come in:
- You should be both skilled at deep technical and solutions discovery, running technical sales cycles and POCs, as well as get a real kick out of getting a new customers workspace “just right” to where their sales team is screaming from the rooftops over their love for Koala. Side note: we believe that improving our demo experience can really improve top-of-funnel and mid-funnel conversion rates
- We are looking for a builder who is excited by the prospect of helping shape the technical implementation playbook and design the architecture maturity model we'll lead our customers through
- You must be a solutions and architecture guru: you should have a passion for working with Go To Market teams, understand the technology ecosystem & landscapes, and have a unique POV of the biggest technical challenges those teams face in the next 24 months
- It should excite you to build at the ground level while having ambitions to eventually grow the Solutions Engineering and Architecture function at Koala
On any given day you might find yourself:
- Collaborating with sales to design and develop custom solutions for prospective clients
- Creating compelling demo artifacts that showcase Koala's capabilities
- Leading Proof of Concepts (PoC), including setting up test workspaces and integrations
- Working directly with customers to design and implement Koala integrations within their existing technology stack
- Configuring and optimizing sales + product signals to ensure customer journey <> sales team outcomes are tightly aligned
- Developing and implementing custom playbooks and use cases tailored to each client
- Partnering with the founding team to find the sharp edges in the platform as customers start & iterate their workspaces, and relay that feedback to help drive Product <> Customer feedback loop
- Pressure testing Koala as its main technical user & using our platform to its fullest capacity
To thrive in this role, you'll need:
- The desire to seriously uplevel your career and jump-start your path to becoming a future Solutions Engineering/Architecture leader
- Be excited to enter an ambiguous environment, be adaptable to constant change
- Become a product expert, nobody should know the platform better than you, you should be teaching the founders new ways to use the tool that they had not previously thought of
- Ability to coordinate with GTM leaders to implement and expand the Koala platform
- Can speak confidently about the technical challenges sales leaders & sales reps encounter in their day-to-day workflows
- Possess an enthusiasm for working as part of a team and an ability to partner successfully with cross-functional peers such as product, engineering, customer success, finance etc.
- Data driven, quick learner, agile, with strong technical skills
Apply
Email us at [email protected] with your LinkedIn + resume and a brief explanation of why you're excited about working with Koala.