Last Week in AWS is looking for an Account Executive to handle sponsorship sales for our media publications. You’ll be representing a creator, Corey Quinn, and working with companies to build sponsorship packages in our publications that help meet their campaign goals. Our media publications are in a deep niche (AWS / cloud computing) and are creator-driven; they are not your typical journalism or mass-market content. Our sponsors are primarily in the developer tools, cloud/infrastructure, and cyber security spaces.

As we like to joke, we are a consulting firm with a media problem. It’s not really a joke, though: our media publications are both lead gen for our consulting and revenue-generating on their own. While this role doesn’t interact with our consulting much, it’s still very much a crucial role for us.

We are a small company (you’ll be #5!) and place a lot of value on scrappiness/resourcefulness, creative ideas, and collaboration. You’ll be expected to have your own ideas, question assumptions, and experiment with new ways of doing things.

We believe in the value of building long-term relationships and social selling–no dialing-for-dollars or other high-volume-low-reward activity. Even our outbound sales motions are meant to start relationships.

Responsibilities

Own the full sales cycle, from prospect to renewal, with companies ranging from seed stage to post-IPO
Upselling and renewing business within existing partnerships.
Be the liaison / agent for the creator (Corey). You’ll be representing Corey to our sponsors, so you are both pitching his publications to sponsors while also protecting his time and energy.
Grow and maintain our relationships with our sponsors. They’re awesome. You’ll love them.
Prospect for new sponsors through creating, running, and iterating on outbound campaigns using whatever prospecting methods/tools you like. While we have lots of existing relationships, we’ve barely scratched the surface with our potential customers!
Collaborate with our marketing folks to iterate on messaging and sales collateral.
Collaborate with Corey and our media operations staff to ensure we’re delivering the best sponsor and reader experience we can.
Maintain customer and sales records in Salesforce and our sponsorship scheduling tool
Assist in improving our sales process and publications

About You

You love building and growing long-term relationships with your customers.
You love startups and small companies. You’ll have a lot of autonomy over your day-to-day, so you’ve got to be extremely comfortable with being a self-starter and finding your own direction.
Bonus points if you’re a creator yourself!

Requirements

You’ve been in a sales role for at least three years.
Solid experience with building pipeline through outbound sales.
Past experience selling media sponsorships/advertising. We want to fundamentally change how we do sales for our media publications and the knowledge you bring to the team will lead that.
US-based and legally authorized to work in the United States (sorry, Legal requires it 🙁 )

Benefits

Compensation for this role is $160,000 OTE. There are certainly accelerators too; high performance is rewarded.

We do not provide equity as we have no intention of selling the company, but we do have annual bonuses based on company and individual performance.

We provide a 401(k) with a company contribution of 6% of your salary; this vests immediately. In other words, we’re putting an additional $9,600 per year into your 401(k) for you, whether you contribute or not.

We provide healthcare, vision, and dental with premiums fully covered by the company. Dependents are covered 50%. Of course trans benefits are covered; trans rights are human rights.

We offer 4 weeks of PTO that accrue monthly, plus unlimited sick leave. We also close up shop for the last week of the year, giving everyone another week of paid time off.

We offer eight weeks of paid parental leave for new parents of any gender. We provide miscarriage leave for up to two weeks. Both are paid at OTE.

We provide an allowance of up to $3,000 for setting up your home office, or we’ll cover the cost of a membership at a coworking space. We’ll be providing you a new company MacBook Air, too.

About Us

The Duckbill Group provides consulting services to enterprise companies aimed at optimizing and managing their AWS bill. You can read about our services and our clients on our website. Additionally, we operate several media publications in the AWS space, including our flagship publication, Last Week in AWS.

We are a fully remote company with team members in California, Oregon, and Virginia. We’re a company of four employees currently and just over four years old. We’re building the company we’d all want to work for. After all, companies are built around people. We're not in the constant 50+ hour grinds here.

We are not venture-funded, and have no intention of becoming so. We’re financed instead by the magic of revenue and profitability.

We believe in a different way of doing consulting:

We believe protecting the client is paramount.
We don't bill hourly or percent-of-savings, because both create misalignment between us and our clients.
We optimize for short, in-and-out engagements over long-term engagements. Our average client engagement lasts only eight weeks.
We don't do engineering-level implementation work. We stick to higher-level engagements where our value is clear to everyone.
We don't do custom engagements, period. Our consulting services look more like a product than a service, in that they are fixed-scope, defined-outcome, defined-process, and standardized pricing.

Diversity & Inclusion

We’re building a diverse and inclusive workplace where we learn from each other. We hire adults. We value transparency, autonomy, experimentation, and kind, direct feedback. We welcome nontraditional candidates, and people of all backgrounds, experiences, abilities and perspectives. We’re an equal opportunity employer and our hiring process is structured to put you at ease and help you demonstrate your best work. If we are doing a poor job of this at any time, please let us know. We hire for strengths, not absence of weakness. Come do great things with us.

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Account Executive