Director of Enterprise Sales, Payscale
$340k
OTE
$180k
BASE
Compensation software & data
Be an early applicant
Compensation software & data
501-1000 employees
Be an early applicant
$340k
OTE
$180k
BASE
501-1000 employees
Company mission
To help organizations transform pay decisions from an uncertain compromise to a confident commitment.
Role
Who you are
- The successful candidate will be energetic, persuasive, organized and carry a player/coach attitude
- Bachelor's degree, or experience in sales and/or customer facing activities in a solution selling environment
- Demonstrated success expanding the deployment of offerings within current customers and closing new business at the same time
- 10 years of Enterprise SaaS sales experience
- Previous experience working for an HR tech or SaaS company is highly preferred (HCM, Compensation, ATS, etc.)
- 5+ years of experience leading a team of Enterprise Account Executives
- Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends
- Ability to manage multiple change management initiatives and work under tight deadlines
- Proven success in navigating a matrix organization and driving successful SAAS initiatives
- Keen business sense, with the ability to find creative business-oriented solutions to problems
- Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, SaaS culture
- Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
- Expert user and trainer in Salesforce.com, Excel and other tools as required (training provided on unique Payscale solutions)
What the job involves
- The Director of Enterprise Sales at Payscale will lead a team of Enterprise Account Executives focused on building partnerships with larger organizations, understanding their challenges, and focus on solving their pain by positioning Payscale solutions
- Payscale’s mission is to empower employers with the strategic power of compensation by delivering data, services, and software to get pay right
- This responsibility entails close management of sales productivity, pipeline discipline, and a strong desire to lead blocks for their team members to ensure success in both their personal and professional lives
- A strong leader will build trust, drive engagement and celebrate wins that drive the growth of the organization
- You’ll leverage your expertise to enable a team of salespeople to effectively sell a suite of data, software, and services and the progression of the sales forecast to ensure sales growth
- You’ll drive and improve metric reporting procedures and own financial metrics, targets, and budgets
- This person will also work exceptionally well cross-functionally, build collaborative relationships, and dedicate their focus to improving the team and building Payscale for the future
- Manage a team of 5-7 Enterprise Account Executives
- Ability to forecast revenue, monitor sales activities, and deliver on performance targets
- Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
- Proven track record of identifying and implementing sales best practices
- Develops sales teams through a culture of coaching, learning and development, and strategic performance management
- Create strong relationships with key client stakeholders at both senior and mid-management levels
- Partner with other go to market teams to identify opportunities to gain efficiency across the business
- Drive the Sales team to achieve annual sales revenue
- Understand and effectively communicate the company's mission, vision, and values
- Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality
- Report on KPIs related to the lead and the opportunity waterfall needed to implement a strong partnership between marketing and revenue
- Monitor the quality of marketing and sales information and define the data improvement programs
- Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
- Effectively recruiting and onboard new hires
- Work with Revenue managers and Sales Operations teams to implement targeted sales strategy
- Generate and maintain accurate Territory plans
- Define contact and account quality standards in the database, defining processes and data acquisition strategies
Our take
Although pay isn't always the main motivator when it comes to selecting a new job, compensation matters for a raft of reasons. All things being equal, talent that is underpaid will pass on an uncompetitive offer and become demotivated by lower-than-market pay, and the gender gap in salaries sees women earning up to 20% less than men in the same roles which is both unfair and bad for morale.
Payscale exists to provide a clear view of a company's overall offering while at the same time providing real-time data on the jobs market, allowing HR teams to adjust compensation and price jobs instantly and accurately in line with their industry's standards. It also gives jobseekers information on expected salaries for the positions they are interested in along with a range of career planning and negotiation tools.
This approach is sorely needed, as governments are beginning to legislate on pay transparency and jobseekers are increasingly expecting to know where they stand compared to the people they'll be working next to. Already counting The Washington Post, United Healthcare and the New York Times among its customers, Payscale has grown steadily through marketing and aggressive acquisitions, and is now very well placed to take advantage of the move to benefits transparency in the HR sector.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Jul 2011
$7m
EARLY VC
Jul 2007
$10.3m
SERIES C
Total funding: $27.5m
Company benefits
- Flexible paid time off (PTO)
- Paid holidays and floating holidays
- Company-sponsored volunteer hours
- Complimentary days off based on meeting company goals
- Comprehensive medical, dental, and vision, covered up to 100% by Payscale
- Life and disability insurance, covered up to 100% by Payscale
- Employee assistance program
- Flexible spending account
- Infertility benefits
- Company matched and immediately vested 401k
- Paid development hours
- Learning and development opportunities
- Regular pportunities to meet with executive leadership
- Annual remote work stipend for wellness or home office equipment
- 16 weeks paid parental leave
Company HQ
Pioneer Square, Seattle, WA
Leadership
Chris Hays
(CEO)Chris joined Payscale in 2024 as CEO. Prior to that, they spent nearly 8 years at ZoomInfo as the President & COO. They also spent 7 years at Inside Sales Team as a VP of Operations, and 10 years at Avaya as a Finance Director.
Lexi Clarke
(CPO)Lexi initially joined Payscale in 2020 as a Director of People, since then they have held various roles, becoming CPO in 2023. They previously worked in HR roles at Convoy, Redfin, Boeing, and One Kings Lane.
Kate Peter
(CCO)Previously a Global VP of Customer Experience at Anaplan, and Global Head of Customer Success at Harvard Business Publishing. They also spent 4 years at Gainsight in various roles, including Head of Enterprise Customer Success.
Peh Keong Teh
(CPO)They have been at Symend since 2020, previously serving as President, CPO & CTO, now serving as an Executive Advisor. Previously they spent 3 years at Salesforce as a Senior VP of Marketing Cloud, 1 year at Oracle in product Management (Oracle Bare Metal Cloud), and 10 years at Microsoft in various roles, including Principal Group Program Manager (SQL Azure).
Philip Watson
(CFO)Previously the CFO at Paddle and a Portfolio Finance & Operations Director at Hg. They also spent over 7 years at ZoomInfo in various VP roles.
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