Enterprise Account Executive, Payscale

• 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, negotiating, and closing deals
• Strong experience selling to the HR persona, specifically in the talent space, such as ATS, Recruitment Marketing, etc
• Utilized SaaS sales tech stack tools like Salesforce, Outreach, Gong, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chilipiper
• Employees can choose to work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs
• If you work from home, we recommend ensuring that you can meet the following technology, equipment and workspace requirements:
• High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal
• Device for Multifactor Authentication (MFA/2FA) - smartphone, tablet, etc
• When it matters (usually no more than a few times a year) we take the time to gather for in-person events

Desirable

• Reporting to the Director of Sales, Payscale is looking for an Enterprise Account Executive for our flagship product
• You will utilize your experience and consultative selling skills to establish long-standing relationships with prospective enterprise companies that have 1,000 or more full-time employees, within 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
• First Year in Role:
• 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