Job Description: Sales Executive Location: Broummana / Hybrid Reports to: Head of Accounts / Sales Manager
Role Overview The Sales Executive at Tactical Report is responsible for driving new business growth and managing client relationships across the defense, energy, and geopolitical sectors. This role focuses on converting prospects into paying subscribers, promoting Tactical Report’s intelligence products (Daily Notes, In-Depth Reports, Intelligence Weekly, Bespoke Studies), and ensuring clients maximize the value of their subscriptions.
The Sales Executive works closely with the Marketing, Accounts, and Content teams to identify opportunities, build tailored proposals, and support long-term client retention.
Key Responsibilities
Business Development
● Identify, qualify, and pursue sales opportunities across defense contractors, energy companies, consultancies, and government institutions.
● Conduct outreach via email, phone, LinkedIn, and industry events to build a strong sales pipeline.
● Present Tactical Report’s intelligence products and demonstrate their value to prospective clients.
● Customize solutions (bundles, credits, bespoke studies) to meet client needs.
Account Management
● Manage relationships with assigned accounts to ensure high levels of satisfaction and retention.
● Support client onboarding and provide guidance on how to use Tactical Report’s platform effectively.
● Monitor usage patterns to identify upsell and cross-sell opportunities. ● Act as a point of contact between clients and internal teams (Content, Accounts).
Sales Execution
● Achieve and exceed monthly/quarterly sales targets for subscriptions, bundles, and bespoke engagements.
● Develop proposals, pricing quotes, and contract negotiations in coordination with the Head of Accounts.
● Maintain accurate records of leads, opportunities, and client interactions in CRM (HubSpot).
● Prepare regular sales reports, pipeline updates, and forecasts for management.
Collaboration
● Work with the Marketing team on campaigns, events, and lead-generation initiatives. ● Coordinate with the Content team to align client needs with upcoming publications. ● Provide client feedback to Product and Content teams to refine Tactical Report’s
offerings.
Qualifications & Skills ● 2–5 years of experience in B2B sales, preferably in publishing, market intelligence,
defense, energy, or consulting sectors. ● Strong communication, negotiation, and presentation skills. ● Proven track record of achieving or exceeding sales targets. ● Ability to understand and explain complex geopolitical/defense/energy content in simple
value terms for clients. ● Proficiency in CRM tools (HubSpot preferred). ● Fluency in English required; Arabic and/or French is a plus.
KPIs & Success Metrics ● Sales Targets: Achieve monthly/quarterly revenue goals for subscriptions and bespoke
studies. ● Pipeline Growth: Maintain a healthy pipeline with a set number of qualified leads per
month. ● Conversion Rate: Improve lead-to-customer conversion percentage. ● Retention: Contribute to achieving >85% renewal rate among assigned accounts. ● Upsell & Cross-sell: Generate incremental revenue through bundle upgrades and
additional services.
In short: The Sales Executive is a hunter and relationship builder — focused on winning new clients, expanding accounts, and ensuring Tactical Report’s intelligence products are embedded in client workflows.
Interview Process: Sales Executive Stage 1 – Application Screening
Conducted by: HR / Head of Accounts
● Review CV, cover letter, and LinkedIn profile. ● Key focus:
○ Track record in B2B sales (subscriptions, SaaS, intelligence, publishing, or defense/energy sector).
○ Evidence of hitting/exceeding targets. ○ Familiarity with CRM systems (HubSpot, Salesforce).
Stage 2 – Initial HR Interview (30–40 min, remote or onsite)
Objective: Assess motivation, personality, and cultural fit.
● Sample questions: ○ Why Tactical Report? What interests you in intelligence publishing? ○ Tell me about a time you exceeded your sales quota. How did you do it? ○ How do you balance prospecting new clients vs. managing existing ones? ○ Which industries or markets do you have the most experience selling into?
Stage 3 – Sales Skills Assessment (Practical Test, 1–2 hours)
Objective: Test ability to pitch and sell Tactical Report’s products.
Test components:
1. Cold Email / Outreach Drafting: ○ Candidate drafts a short outreach email to a hypothetical prospect (e.g., Strategy
Director at BAE Systems or a consultant at McKinsey). ○ Criteria: Clarity, personalization, and value proposition.
2. Mock Sales Call (Roleplay): ○ Interviewer plays the role of a prospective client (e.g., Head of Business
Development at a defense OEM). ○ Candidate conducts a discovery call and attempts to pitch Tactical Report’s Daily
Notes or In-Depth Reports. ○ Criteria: Ability to ask questions, uncover pain points, position solutions, and
handle objections. 3. Proposal Task:
○ Candidate receives a client scenario (e.g., a Qatari consultancy seeking intelligence on defense tenders).
○ Task: Outline a tailored bundle offer (subscriptions, in-depth reports, bespoke studies).
○ Criteria: Understanding of Tactical Report’s product mix, creativity in structuring solutions, commercial awareness.
Stage 4 – Panel Interview (60–75 min)
Conducted by: Head of Accounts, Senior Sales Executive, and Content/Marketing Rep.
● Objective: Deeper dive into skills, judgment, and teamwork. ● Sample questions:
○ How do you approach selling an intangible product like intelligence? ○ Tell us about your most difficult negotiation — how did you close it? ○ How would you sell Tactical Report’s services differently to a government
ministry vs. a consulting firm? ○ How do you use CRM and data to manage your pipeline and forecast accurately? ○ If you had 100 leads, how would you prioritize them?
Stage 5 – Final Interview (30 min)
Conducted by: CEO or Head of Content
● Objective: Validate alignment with company vision and high-value clients. ● Focus areas:
○ Long-term career goals. ○ Interest in defense, energy, and geopolitical sectors. ○ Comfort representing Tactical Report at conferences and with C-level clients.
Stage 6 – Reference & Background Checks
● Verify past sales performance and reliability. ● Speak with previous managers about quota achievement and teamwork.
Stage 7 – Offer & Onboarding
● Offer includes clear commission structure (base + performance bonuses). ● Onboarding covers:
○ Tactical Report’s products and pricing (Daily Notes, In-Depth, Bespoke Studies, Bundles).
○ CRM workflows (HubSpot). ○ Sales playbook (ICP profiles, outreach cadences, pitch decks). ○ Shadowing calls with senior sales staff.
Evaluation Criteria
● Sales Drive: Track record of meeting/exceeding quotas. ● Communication: Ability to pitch complex products clearly and persuasively. ● Market Awareness: Understanding (or adaptability) of defense/energy/geopolitics
sectors. ● Commercial Acumen: Ability to build bundles, upsell, and negotiate pricing. ● Resilience: Handling objections and maintaining persistence with long sales cycles. ● Collaboration: Smooth alignment with Marketing, Accounts, and Content teams.
- Job Description: Sales Executive
- Role Overview
- Key Responsibilities
- Business Development
- Account Management
- Sales Execution
- Collaboration
- Qualifications & Skills
- KPIs & Success Metrics
- Interview Process: Sales Executive
- Stage 1 – Application Screening
- Stage 2 – Initial HR Interview (30–40 min, remote or onsite)
- Stage 4 – Panel Interview (60–75 min)
- Stage 5 – Final Interview (30 min)
- Stage 6 – Reference & Background Checks
- Stage 7 – Offer & Onboarding