Account Executive | Mid Market

Payscale

1d•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 65% of the top companies in the U.S. and businesses like Panasonic, ZoomInfo, Chipotle, Quest Diagnostics, University of Washington, American Airlines, and TJX Companies. Create confidence in your compensation. Payscale. To learn more, visit www.payscale.com. Job Summary Reporting to the Manager of Sales, the Account Executives on the Mid Market team work 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.

Requirements

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

Nice To Haves

Experience using Salesforce or a similar CRM
Experience using the following tech stack: Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chilipiper
MS Office Suite, especially Outlook, Excel, and PowerPoint

Responsibilities

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

Benefits

All around awesome culture where together we strive to live our 5 values: Data informed decision making. Customer first. Always. Succeed together. Relentless about results. Obsessed with excellence. Lead the change. Shape the standard.
An open and inclusive environment where you’ll learn and grow through programs and resources like: Monthly company All Hands meetings Regular opportunities for executive leadership exposure through things like AMAs Access to continued learning & development opportunities Our commitment to a continuous feedback culture which allows us to drive performance and career growth A growing network of Employee Resource Groups Company sponsored volunteer hours And more!
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