Account Executive - Enterprise

Payscale•,

7d•$150,000 - $150,000•Remote

About The Position

Payscale is the original compensation innovator for organizations who want to scale their business with pay and transform their largest investment into their greatest advantage. With decades of innovation in sourcing reputable data and developing AI-powered tools, Payscale delivers actionable insights that turn pay from a cost to a catalyst. Its suite of solutions — Payfactors, Marketpay, and Paycycle — empower top companies in the U.S. and businesses like Cintas, Leidos, Chipotle, Brookdale Senior Living, Ohio State University, American Airlines, and TJX Companies. Create confidence in your compensation. Payscale. To learn more, visit www.payscale.com. 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.

Requirements

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

Nice To Haves

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 can 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.

Responsibilities

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

Benefits

Flexible paid time off, giving you the opportunity to rest, relax and recharge away from work
14 Paid Company Holidays, includes 2 floating holidays (you choose!)
A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale
Unlimited infertility coverage benefits through our medical plans
Additional supplemental health benefits offered to you and your family
401(k) retirement program with a fully vested immediate company match
16 weeks of paid parental leave for birthing and non-birthing parents
Health Savings Account (HSA) options and company contributions each pay period
Flexible Spending Account (FSA) options for pre-tax employee allocations
Annual remote work stipend to be used on wellness or home office equipment
Monthly company All Hands meetings
Regular opportunities for executive leadership exposure through things like AMAs
Access to continued learning & development opportunities
A growing network of Employee Resource Groups
Company sponsored volunteer hours