Enterprise Account Executive, Payscale
£79-118.4k
Plus a variable of £110,000
Compensation software & data
Be an early applicant
Compensation software & data
501-1000 employees
Be an early applicant
£79-118.4k
Plus a variable of £110,000
501-1000 employees
Company mission
To help organizations transform pay decisions from an uncertain compromise to a confident commitment.
Role
Who you are
- 5 years of experience as an Account Executive with a combination of selling to Enterprise clients within B2B SaaS
- Previous experience in managing an annual quota of $1mil+
- A knack for running the full sales cycle from prospecting, qualifying, running a product demo, negotiation, and closing deals
- Strong experience selling to the HR persona, such as HCM, HRIS, ATS, etc
- Selling similar compensation tools is a plus
- Utilized SaaS sales tech stack tools like Salesforce, Outreach, Gong, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chilipiper
What the job involves
- The Enterprise Account Executive team works closely with both Sales Development and Marketing to drive the conversion of interested organizations to long-term customers
- Our goal is to help compensation professionals leverage the Payscale technology, data and services to empower them to adopt a modern compensation strategy
- As an Enterprise Account Executive, you will use your experience and consultative selling skills to initiate long-standing relationships with prospective enterprise companies with 1,000+ full-time employees, in an assigned geographic area
- In this role you will leverage your strong sales foundation, including prospecting, lead qualification, research, customer personas, objection handling, and building relationships with key stakeholders within the HR and Compensation space
- Lastly, you will form cross-functional partnerships with your SDR, other AEs, and the marketing team to close quality opportunities
- Closing on net new business opportunities, managing an annual quota of $1mil+
- Collaborating with your Sales Development Representative on territory planning to develop quality opportunities within assigned geographic territories
- Helping to qualify all inbound leads by acting as a consultant, where we seek to understand prospects' needs and address them head-on
- Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona-specific communication via email, phone, and LinkedIn
- Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers, such as HR and compensation executives, regarding appropriate product offerings
- Staying current on industry trends and maintaining a high level of knowledge of competitors’ product offerings
- Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
- Achieving monthly pipeline goals set by sales management
- Continuous learning through mock calls, formal training, and regular coaching and feedback
- Remain in contact with prospects/clients at all stages of sales cycle and beyond
- Manage high velocity sales cycles from start to finish with a track record of successful revenue attainment
- Month 3: You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice, and feedback, shadowing your team members and facilitating discovery meetings and product demonstrations. You will have built a solid relationship with your assigned Sales Development Representative to ensure an aligned territory plan
- Month 6: You will be developing pipeline, negotiating agreements, closing business, improving your partnership with your Sales Development Representative while continuing to hone your skills in discovery, objection handling, and targeted messaging
- Month 12: You will be a leader on the team and take an active part in improving the team, as well as assisting newer colleagues and developing more advanced sales skills
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
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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