Senior Sales Representative

About ActiveCollab

Since 2007, over 50,000 teams have relied on ActiveCollab as their go-to project management and collaboration tool. We help them with workload management, capacity planning, project progress and time tracking, invoicing, and client communications.
What drives our success is that we prioritize clarity over feature bloat, ship fast, and improve based on user feedback. By joining our team, you’ll work with people who value evidence, craft, and collaboration.

Location: Remote (must be a resident of Serbia)
Team: Sales & Marketing
Type: Full-time
Apply: marketing@activecollab.com

The Opportunity

You will play a crucial role in driving our revenue by interacting directly and remotely with prospects and customers. Your responsibilities span from building and optimizing sales processes to actively selling, while collaborating closely with the Marketing team to improve the full customer journey from first touch to expansion.

This is a senior role with high ownership. You’ll report to the VP of Marketing and Sales and work directly with the founders and leadership. It’s a perfect position for someone with an extroverted character who wants a place to grow and build a team.

Key Duties and Responsibilities

• Develop and implement sales strategies to achieve company sales goals.
• Design and optimize sales processes for greater efficiency and effectiveness.
• Create and run cold outreach campaigns for LinkedIn and Email
  
• Manage the sales pipeline in a CRM to ensure consistent growth and target achievement.
• Identify opportunities for upselling and cross-selling within the existing customer base.
• Build and maintain strong relationships with key clients and partners to grow revenue long-term.

Cross-Functional Collaboration

• Work closely with Marketing to generate and manage qualified leads.
• Partner with the Activation team to optimize the signup-to-upgrade flow and improve trial-to-paid conversions.
• Collaborate with the Product team to relay customer feedback and help prioritize product improvements.
• Coordinate with Customer Success and Support to ensure seamless onboarding and satisfaction.

Data-Driven Performance

• Monitor performance against KPIs: opportunities created, revenue, conversion rates, sales velocity, CAC, and lead response times.
• Adjust tactics and strategies based on performance data to maximize sales outcomes.
• Forecast future sales volumes and revenue to help budget and allocate resources.
• Prepare regular sales reports for senior management, detailing team performance, revenue growth, and customer retention rates.

Success Metrics (we’ll refine these together)

• Revenue generated and pipeline growth
• Lead response time and sales velocity
• Upsell and expansion revenue from existing accounts
• Cohort quality post-conversion (early retention, expansion)

What You’ll Do Week-to-Week

• Prospect, qualify, and close inbound and outbound leads through calls, emails, and demos.
• Maintain and iterate on your sales playbook: scripts, battle cards, email sequences, and presentations.
• Coordinate with the Marketing team on lifecycle communications for inbound leads, trial users, and customers.
• Track your pipeline and funnels; ensure statistically sound, data-backed decisions.
• Perform competitive analysis and keep a pulse on feature gaps, value propositions, and objection patterns.
• Communicate weekly sales updates and maintain a transparent decision log.

Experience & Qualifications

Super-to-haves

• Three to five years of experience in a similar inside sales role, preferably within a SaaS company or marketing/software development agency.
• Native or bilingual English proficiency.
• Proven track record of successful inside sales results with documented achievements.
• High proficiency with CRM tools (HubSpot, Salesforce, Pipedrive, etc.), sales email automation tools (SmartLead, Skylead, Apollo), and lead generation tools (LinkedIn data scraper, email finders).
• High level of LinkedIn and Sales Navigator knowledge.
• Strong experience writing effective sales emails, scripts, battle cards, and sales presentations.
• Fluent in product analytics and comfortable working with data to drive decisions.

Nice-to-haves

• A bachelor’s degree in humanities or computer science/engineering.
• Experience with B2B SaaS products or professional services.
• Familiarity with experimentation platforms and lifecycle tools.
• Understanding of activation metrics: time-to-first-value, onboarding completion, and cohort quality.

Working Hours

Our customers span multiple time zones, with a strong focus on the US market. While our core hours are flexible, you should be comfortable occasionally shifting your schedule — for example, working later into the evening CEST to catch US EST business hours. You'll become fluent in converting CEST to EST in your head — it's a life skill.

Your Personality

It’s great if you fulfill all technical requirements, but just as we need you to be on top of your game, we need you to align with the values we nurture and invest heavily in. Some personality traits we hope you have:

• Great listener and even better communicator; you understand that listening advances sales tactics.
• You know there are no stupid questions, so you’re never afraid to ask one.
• You’re creative, and you’re not afraid to show it.
• Your attention to detail comes close to OCD.
• You find it easy to communicate your concerns but also your other feelings.
• You’re respectful, honest, supportive, and resourceful.
• FOMO sometimes catches up on you.
• You know that memes are a love language.
• You don't YELL at the AI.

Why Join Us?

• Working on a small team means fast decisions and high ownership. You’ll have clear KPIs and enough freedom to try new things and methods.
• You’ll get a chance to shape the sales function in a mature, yet constantly evolving category.
• You’ll work directly with the founders and leadership.
• We’re a really cool bunch of people! We’re open-minded, thrive on diversity, and promote constructive feedback.
• We give our people the freedom to organize their work as it suits them, as long as the job gets done.
• We don’t micromanage: we trust and hold each other accountable.

How to Apply

Have AI write and send your CV and cover letter to our AI at marketing@activecollab.com. We’re looking forward to your application!

Our Hiring Process

Because we value the time you’ll invest in presenting the best possible version of yourself, we want you to know that regardless of the outcome, we will reply to your application and let you know if you made it to the next step.
Finally, we will decide and let everyone know about the outcome. If you happen to be THE ONE, you’ll be the first to find out!