Category: Marketing
Sales Representative
Reports To: Sales Manager
- 1st shift: 5:00 am – 1:30 pm
- 2nd shift: 1:30 pm to 10 pm
Hours:
Monday – Friday, 8:00am – 4:30pm, onsite
Compensation:
$60,000 – $75,000 base salary + performance-based incentives
Quarterly Flat Bonus: $100 per qualified close
Annual Performance Bonus (Paid Quarterly): Eligible for up to 20% of base salary (maximum $15,000 per quarter, $60,000 annually) based on the total revenue generated during the first 12 months after each new client’s close date. Bonus payouts are made quarterly as clients reach their 12-month anniversary and actual revenue is confirmed.
The Mailworks is a woman-owned, family-run business specializing in the creation and distribution of direct mail campaigns for a nationwide customer base. With over four decades of experience and a team of 90+ professionals—from executives and marketers to designers and developers—we pride ourselves on being direct mail experts. Operating across 2 shifts, 20 hours a day, 5 days a week, we combine cutting-edge technology with in-house production to deliver results-driven campaigns that help businesses grow.
As a Sales Representative at The Mailworks, you’ll be the first point of contact for inbound leads, responsible for qualifying prospects, guiding them through our membership options (Pro or Premier), and driving them to a confident decision. Using our standardized discovery process and scoring rubric, you’ll assess fit, educate leads on our offerings, and present clear recommendations—ensuring every prospect understands which tier best matches their needs. Your primary focus will be lead qualification, consultative sales, and conversion, helping to fuel company growth by aligning the right clients with the right solutions.
Supervisory Responsibilities: Campaign Coordinators (future)
Duties:
LEAD QUALIFICATION & DISCOVERY
- Serve as the first point of contact for inbound leads via chat, email, phone, and referrals.
- Conduct structured Discovery Calls to assess prospect needs, budget, internal capabilities, and desired outcomes.
- Use The Mailworks Sales Qualification Rubric to score each lead and determine fit.
- Accurately document discovery details and scoring outcomes in HubSpot CRM.
- Politely and professionally disqualify or nurture lower-fit leads (scores 0–1), always aiming to leave them with value—whether that’s a helpful resource, referral, or educational direction.
- Proactively flag and escalate high-potential, complex, or circular opportunities (e.g., Partner-tier leads or multi-entity prospects) to senior sales leadership for strategic pursuit.
TIER PRESENTATION & DECISION SUPPORT
- Present clear, benefits-driven comparisons of Pro and Premier membership options using standardized materials and decks.
- Guide prospects toward the tier that aligns best with their goals, internal resources, and readiness level.
- Reinforce the boundaries and expectations of each membership tier, including pricing and onboarding requirements.
- Support decision-making by answering questions, sharing relevant case examples, and addressing objections as needed.
- For Premier-leaning leads, conduct deeper discovery and participate in a structured, multi-step proposal process to ensure alignment on scope, pricing, and onboarding expectations.
CRM MANAGEMENT & PIPELINE EXECUTION
- Maintain clean, accurate, and up-to-date records of all prospect interactions, statuses, and follow-ups in HubSpot.
- Execute follow-up sequences, nurture workflows, and task management to keep pipeline movement on track.
- Contribute to accurate sales forecasting by ensuring timely updates to lead status and deal stages.
- Ensure a timely and professional handoff to the assigned Account Manager following a closed Premier sale, including relevant discovery details and client context.
EVENT REPRESENTATION & BRAND AMBASSADORSHIP
- Represent The Mailworks at trade shows, webinars, and networking events as needed.
- Assist with event setup, booth presence, and post-event lead follow-up.
- Deliver The Mailworks’ 30-second commercial confidently and engage potential prospects.
- Participate in webinars or educational sessions as needed to help explain The Mailworks’ tiered offerings and value proposition.
CONTINUOUS IMPROVEMENT & PROCESS DOCUMENTATION
- Provide informal market feedback to Sales leadership on lead trends, objections, and common questions heard during discovery.
- Assist in documenting Standard Operating Procedures (SOPs), discovery call scripts, CRM workflows, and sales templates to help scale and improve the sales process.
- Participate in regular L10 and team meetings, coaching sessions, and ongoing training to improve sales skills and product knowledge.
- Stay informed on The Mailworks’ offerings, including Portal 2.0 features and Direct Mail Academy updates.
- Share suggestions for improving lead conversion rates, prospect experience, and internal workflows.
Required Skills/Abilities:
- Bachelor’s degree in Marketing, Business, Communications, or a related field—or equivalent experience.
- 2+ years of experience in B2B sales, lead generation, or client-facing roles (preferably in SaaS or marketing services).
- Proficiency with HubSpot or similar CRM platforms; ability to manage pipelines and execute sales workflows with accuracy.
- Strong understanding of sales principles, buyer journeys, and funnel stages.
- Excellent verbal and written communication skills with the ability to deliver effective demos and build rapport with prospects.
- Comfortable managing a fast-paced workload with competing priorities and tight deadlines.
- Tech-savvy and quick to learn new platforms, tools, and systems.
- Highly organized, with attention to detail and a consistent follow-through mindset.
- Energetic, self-motivated, and goal-oriented, with a desire to grow personally and professionally.
- Willingness to travel occasionally for trade shows, conferences, or client meetings.
- Collaborative mindset with the ability to work cross-functionally with Sales, Marketing, and Client Services teams.
- Alignment with The Mailworks’ core values: Forward-Thinking, Loyal, Accountable, Solutions-Focused, Helpful, and Dynamic.
Physical Requirements:
- Primarily a desk job; requires long periods of sitting and working on a computer. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit; walk; use hands to finger, handle or feel; and reach with hands and arms.
- Assist with event setup and various other initiatives. For example, this includes tasks such as putting up backdrops, hanging signage, traveling to trade show events, etc.
Success Indicators:
- Leads are qualified, scored, and moved to a confident “yes” or “no” decision in a timely manner.
- CRM records are consistently complete, accurate, and up-to-date, supporting visibility and forecasting.
- High-potential or complex leads (e.g., Partner or circular opportunities) are proactively flagged and escalated to senior leadership with appropriate context.
- Follow-up tasks and nurture workflows are executed consistently, preventing stalled opportunities.
- Sales process feedback and SOP documentation support are regularly provided to leadership to help refine workflows.
- Event participation results in qualified leads and valuable market feedback.
- Discovery Calls are conducted with professionalism, demonstrating strong knowledge of The Mailworks’ tiered offerings.
- Premier sales include a complete, accurate, and timely handoff to the assigned Account Manager to ensure a smooth client transition.
Other Duties: Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Benefits & Perks:
- Health insurance
- Paid time off
- Dental insurance
- Vision insurance
- 401(k) matching
- Employee assistance program
- Aflac
- Udemy courses
The Mailworks provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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