Account Executive, Payscale

• 2+ years of SaaS sales experience, with at least 1 year in an AE role
• Bachelor's degree, or experience in sales and/or customer facing activities in a fast-paced environment
• Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said
• Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new
• Detail oriented: The little things matter! You're able to craft a process that keeps you on track
• Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes
• Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email
• Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked
• Sales Methodology: Familiarity with consultative selling methodologies, preferably MEDDICC

Desirable

• Reporting to the Manager of Sales, the Account Executives on the Mid Market 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
• You will use your experience and consultative selling skills to initiate long-standing relationships with prospective mid-market companies 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 more
• You will partner with your Sales Development Representative to develop and execute a territory plan that will drive your mutual success
• Collaborating with your Sales Development Representative on territory planning to develop quality opportunities within assigned geographic territories
• Helping to Qualifying 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 Senior Managers and Executives regarding appropriate product offerings
• Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce, Outreach, Gong, 6sense, & LinkedIn Sales Navigator
• 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 a whole, as well as assisting newer colleagues and developing more advanced sales skills