Lyla Sultan is a Marketing Associate at Nitro. She is a staunch supporter of women in tech, a political philosophy nerd, and a sucker for catchy Marketing slogans. She enjoys long walks on the beach with a goblet of wine.
This is the inaugural post of our new series, ‘A Day in the Life of a Nitronaut.’ This series will provide you an honest account coming straight from Nitronauts themselves. Their unique trajectories, the details of their day to day, and how they personally embrace “The Nitro Way” are the many nuances which make them interesting as individuals. And especially as Nitronauts.
Today we are taking a close look at the Nitro Sales team. We decided to chat with two of our Account Executives—Nick Hughes and Matt Sharp.
Nick Hughes | Account Executive
So Nick, tell us about your role here at Nitro. What does a typical day look like for you?
I work as an Account Executive for sales of Nitro Pro. Every day I engage with prospective and current customers to explore how partnering with Nitro can add value to their organization by increasing document productivity for their business while saving money on their bottom line.
What brought you to your current role as an Account Executive?
I started at Nitro as a Sales Development Representative about 2 ½ years ago. Since I started, I’ve been promoted to Account Executive and was even given the opportunity to help establish our European Headquarters for 7 months in Dublin, Ireland!
Sounds like you’ve already had quite the experience. What has your time here taught you about Nitro’s culture?
Many organizations in Silicon Valley pitch the cliché idea of a “work hard, play hard” culture, but it is a reality at Nitro—once you start here, you realize that it isn’t just a recruiting pitch. There is an expectation at Nitro that when you come to work, you are going to be focused on growing Nitro’s business. When we’re not busy building, marketing or selling our products, we’re doing things like enjoying our office space or out at a team event. Play is the reward received at the end of a long and successful week or month. Which comes in the form of a Ping-Pong tournament in our conference room or happy hours on Friday.
As an Account Executive you get to interact with customers on a daily basis—do you have a favorite customer story you can share?
There are so many great customers to choose from, but the one that sticks out in my mind the most is one of our largest and longest standing customers—Toyota Motor Europe. Earlier this year when I moved to Dublin to help open our EMEA headquarters, there was a large emphasis on face-to-face interaction with our customers. After realizing Toyota Motor Europe was just outside of Brussels, my Regional Director and I knew we needed to pay them a visit in person. It was great to travel to a different country to visit customers, and the campus had Toyota models lined up all over their parking lot—such a cool thing to see. After a successful meeting we also might have snuck into Brussels for a couple of pints of Belgium’s finest brews…
That sounds like the Nitro “Work hard, play hard” way! So how do you celebrate closing a deal?
We celebrate closing a big deal by ringing the bell in the sales area. We also utilize a Sales Motivation Platform called Hoopla that plays “our song” anytime we close a large deal. My song? Ozzy’s Crazy Train.
When you’re not going off the rails on a crazy train—what would you say your favorite thing about Nitro Pro is?
Nitro Pro personally saves me time when I am closing a deal. My favorite feature is definitely our editing feature, which allows you to seamlessly edit documents to look more professional. So the fact that it truly makes a difference in my day-to-day makes it an easier sell to my customers.
Now that is a selling point! What fuels your passion for working at Nitro?
From our Sales development to our Sales management, we offer an environment that allows Nitronauts the opportunity to grow an exciting and successful career in sales. When I started, there were probably 50 Nitronauts companywide and now we are at about 150. We doubled in size this year, and we are looking to double again in 2015 worldwide.
Where can we find you when you’re not at Nitro HQ?
Outside! I love to hike and there are so many great trails in the Bay Area. One of the most incredible places that I’ve ever hiked is in Muir Woods. This path can take you from Muir Woods AKA “FernGully” all the way to the top of Mt. Tamalpais or down to the beach at Stinson.
Matt Sharp | Account Executive
So Matt, tell us about your role on the Sales team at Nitro?
I work for the Nitro Cloud Team, selling Nitro Cloud to existing Nitro Pro customers, and non-pro businesses as well. I spend most of my day educating and giving demos to people, and then trying to navigate organizations to identify key decision makers.
What brought you to the Nitro Cloud Team?
I used to sell Nitro Pro. Then we released a new product, Nitro Cloud. Consequently, there was a new role to sell that product. I took the Software as a Service (SaaS) Account Executive role because I knew it would be challenging. Nitro gave me a unique freedom to prove my sales ability within this role—I develop, test, and then determine new sales strategies. It’s been an amazing learning experience so far, and I have just scratched the surface as I am discovering how to successfully cross-sell Nitro Cloud. I embraced the challenge and I continue to work hard, because I know that there is room for growth here at Nitro. Moving up within the company is ultimately my goal.
It’s exciting that you’re a part of one of Nitro’s newest product innovations. What is your favorite selling point about Nitro Cloud?
It’s fun and easy to use. It is integrated with Nitro Pro, so it is easy to explain to customers how the product enhances their current offering. The user interface is intuitive and selling an application that people are really excited about makes my job easier.
How would you describe the Nitro Sales’ Team Culture?
A group of hard working folks, but we also do things like play Ping-Pong, have Nerf gun fights, or have a few beers towards the end of the day. Incorporating that into our culture promotes a fun atmosphere and helps build our team comradery.
What would you tell our readers who are inquiring about applying to Nitro?
Well, I’ve worked at 4 or 5 other companies. And although the generous perks of being a Nitro employee are great—the truth is that the culture is so unique. For example, we tend to be fairly rankless in the Sales organization. I can have the same conversation with one of my peers that I can with an Executive. I’ve never had another company where I’ve felt more comfortable when approaching management. I think the culture is honest, transparent, and real.
Anything out of the ordinary when you’re celebrating closing a big deal?
Chest bumps, bad high-fives with our VP of Growth, Mike Leyden, and ringing the sales bell. Also, we sometimes spin a huge prize wheel—Mike calls it the “Wheelie Good Time.”
Sounds hilarious. What was the most awkward prize (if you can call it that) that you have seen?
Right, you’re a new dad! Did the sales team get you anything exciting?
Yeah, 3 months of baby diapers. I’ve never been so excited about diapers before. It was a gold mine!
Sound good to you? Why not take the opportunity to grow your career and make stories like Nick and Matt’s your own? We’re growing fast and always looking for top talent. Check out our open positions now!