B2B Customer Acquisition Lead

  • Who Gives A Crap
  • Melbourne VIC, Australia
  • Oct 29, 2019
Mid-Career (3-8 years) Business Development/Sales Consumer Products

Job Description

Want to challenge yourself at a high-growth startup AND make a difference in the world?

A bit about us:
Who Gives a Crap sells beautiful, forest friendly toilet paper, paper towels and tissues and we donate 50% of our profits to help build toilets for those in need. As much as we love toilet paper, the reason we’re in business is the impact we’re having on the world—to date we’ve donated $2,500,000 to our charity partners to fund sanitation projects in developing countries, and with your help we’re hoping to grow our impact 10-fold in the next couple of years.

We're one of the fastest growing eCommerce businesses in Australia, and are now aggressively entering the North American and European markets, with insanely ambitious growth targets for this year and beyond. Most of our eCommerce customers are buying toilet paper online for their own homes, but with half the toilet paper market being supplied to the away-from-home channel, we’re building out our B2B team which allows us to offer wholesale services to commercial customers too.

We currently have a team of about 50 people working out of Melbourne, Manila, Los Angeles and Hong Kong. We’re never happy with the status quo, though, so we’re planning to double or triple our team in the next year, and we won’t stop growing until everyone in the world has access to a toilet.

A bit about the role:
As the Customer Acquisition Lead for B2B, you will lead and drive our acquisition strategy to get more businesses wiping with us! 

Our B2B customers range from national wholesalers and retail distributors to boutique hotels and the coolest bars in town. Hence, we distribute via re-sellers, but also work with a really wide range of businesses who buy from us direct and enjoy wholesale terms. 

We’ll look to you to lead and scale our outbound research and prospecting. We want to see you nail the traditional approaches, yes, but also work out of the box with innovative and possibly downright crazy strategies as well! 

You will also lead the closing of our organic sales leads, directly handling our bigger opportunities and enquiries along with helping to support our Customer Happiness Team close all other opportunities. 

And for the cherry on top - we are hoping for you to create a systemised way to manage new customer acquisition (tactical & organic) to track the B2B customer journey - from research, to sales convos, enquiry management, closing & rear-views! 

It isn’t all wheeling and dealing, either. You’ll work with our growth marketing team as we think about how we can leverage the presence of WGAC in our customers’ bathrooms to optimise brand awareness and contribute to the growth objectives for our B2C (online) business.


If you worked here this past month here are some things you might have been involved in:

  • Signed up a national re-seller in the office space, negotiated terms, set the account up and shared all the assets for them to sell our products 
  • Tested new approaches for prospecting new clients, including trialling ways to research online using software tools and sending out nearly 1000 emails to prospective targets 
  • Brainstormed out-of-the-box ideas to get into hospitality venues in AU using e-commerce strategies, with potential to scale globally
  • Talked to a global hotel distributor about distributing our products to shmancy hotels in UK
  • Joined a supplier lunch with a potential client because you love #perks and #networking
  • Collaborated with the broader Growth Marketing team to brainstorm ways we can maximise the impact of our corporate partners
  • Held a brown bag session with our Customer Happiness Team to lead a discussion on how to use sales charm whilst still being a good human!
  • Enjoyed alllll the feels while reading a #kudos channel Slack shout-out about the recent deal you got across the line
  • Karaoke-battled with our mates from around the globe during a week of in-real-life team time
  • Performed a review of our customer data and designed a report to identify underlying trends in new business opportunities to support strategies for expansion in new markets. 
  • Reporting your monthly results for new customer acquisition broken down by organic & tactical acquisition, and the ROI of active test & learns

Let’s talk about you

You <3 people
You know that networking is about more than just free lunch. You’ve established a powerful posse of contacts across your relevant industry and you know all the right places to be to nurture and build on it. You are a natural brand ambassador and find yourself talking shop to anyone who will listen! In fact, you’ve already imagined 5 different ways to introduce Who Gives A Crap mid conversation in the time you’ve been reading this. 

You’re always hungry (mostly for cookies but also for sales)
You’ve always been a salesperson by nature, but with the added joy of having a direct impact on our donations, you’ll find a whole new meaning for hungry! You know how to leverage your smart tools and closing skills to dramatically improve lead-conversion rates but you know the importance of winning long-term friends as well as business. 

You’re always on the pulse 
You are mildly obsessed with new businesses and venues in Australia and when you’re out on the tow, you naturally check out what TP they have before reviewing the specials. You have no shame about leaving behind a nice-bum postcard or a sneaky roll of TP as a cheeky sales move (sort of kidding, sort of not).

You think outside the box
You know that business-to-business is about more than just doing more of the same. You’re innovative by nature and have experience exploring, deploying and testing different channel strategies, systems and tools, and outreach tactics. You’re not afraid to get a little crazy with the ideas you test out, and you can confidently scrap and iterate on ideas until you’re seeing the results you want.

You’re a natural roll model (yes, pun intended)
Your amazing people skills follow you from the sales pitch to the way you inspire, engage and support your peers and our partners. You’ve got an innate ability to take the lead and bring everyone on the journey with you. You know how to use your expertise and experience to elevate the skills of the wider team. 

You give a crap
Yep. We’re all here because we genuinely want to make the world a better place with our work, and we want you to want that too! Awwww.

Why you should work with us

Every minute you spend working with us, you’re making a difference. The more we grow our B2B channel, the bigger an impact we’ll have. Sell your soul no longer! We think that’s a pretty great perk, but we don’t stop there…

If you have a great idea, we’ll do everything we can to make it happen. This is the kind of role that will be hard to find anywhere else: you’ll work with an incredible bunch of passionate people to grow a fast-paced startup at a crucial point in its trajectory.

The job is also really flexible, something we’re working hard to hold onto even as we grow super quickly. We started the business remotely, and now have hubs in 4 cities around the world. While the Melbourne team spends a few days of the week together in our coworking space in Collingwood, you can also mix it up and work from your favourite cafe or your couch and still fit in a trip to the gym or to pick the kids of when you need to, up to you! And while we don’t have a Friday drinks cart (yet), you will get free toilet paper. A lot of it. And nothing beats that.

Lastly, you get to say the word ‘crap’ more than in any other job. Guaranteed.



This depends on your experience, but just because we’re a social enterprise doesn’t mean you’ll get paid peanuts. Think chocolate covered macadamia nuts with some extra perks thrown in. In other words, we pay competitively and are determined to make this the best job you'll ever have – one that you won’t ever want to leave!

On top of the normal perks like annual leave, we also provide flexibility to take extra unpaid leave or travel while working, a health insurance stipend, generous parental leave, training and development budget and a whole lot of other stuff. And did we mention the free toilet paper?