Account Executive - Enterprise

Payscale•,

7d•$150,000 - $150,000•Remote

About The Position

Payscale is seeking an Enterprise Account Executive for its flagship product. Reporting to the Director of Sales, this role develops long-standing relationships with prospective enterprise companies with 1,000 or more full-time employees in an assigned geographic territory. The Account Executive uses consultative selling skills and a strong sales foundation—including prospecting, lead qualification, research, customer personas, objection handling, and stakeholder relationship-building in HR and Compensation—to generate and close quality opportunities. The role partners with a Sales Development Representative, other Account Executives, and Marketing. The position owns an annual quota of more than $1 million and manages high-velocity sales cycles from prospecting through close. During the first year, the employee will complete training and practice, shadow colleagues, facilitate discovery meetings and product demonstrations, develop pipeline, negotiate and close agreements, and strengthen their territory-planning partnership with their Sales Development Representative. By the end of the first year, the employee is expected to contribute to team improvement and support newer colleagues. Payscale uses a remote-first work model. Employees may work from home, company-paid coworking spaces, or a combination of the two, with occasional in-person gatherings. Home workers are advised to have a dedicated workspace with stable broadband or fiber internet of at least 100 Mbps and a device for multifactor authentication.

Requirements

At least 5 years of experience as an Account Executive, including selling to enterprise clients in B2B SaaS.
Previous experience managing an annual quota of more than $1 million.
Experience running the full sales cycle, including prospecting, qualifying, product demonstrations, negotiation, and closing.
Strong experience selling to HR buyers, specifically in the talent space, such as ATS or Recruitment Marketing.
Experience using SaaS sales technology tools such as Salesforce, Outreach, Gong, ZoomInfo, 6sense, LinkedIn Sales Navigator, or Chili Piper.

Nice To Haves

Curiosity, active listening, and a willingness to learn and experiment.
Resilience, self-motivation, and willingness to try new approaches.
Strong attention to detail and ability to maintain an effective process.
Comfort with technology and ability to learn and adapt to new processes.
Exceptional verbal and written communication skills.
Collaborative approach and willingness to share successful practices.

Responsibilities

Close net-new business opportunities and manage an annual quota of more than $1 million.
Collaborate with the Sales Development Representative on territory planning and opportunity development within assigned geographic territories.
Qualify inbound leads by consulting with prospects to understand and address their needs.
Research prospective companies and buyers, and prospect using persona-specific communication through email, phone, and LinkedIn.
Overcome objections and communicate Payscale’s value propositions and suitable product offerings to decision-makers, including HR and compensation executives.
Stay current on industry trends and competitors’ product offerings.
Maintain accurate sales records and share market intelligence with Marketing, Sales, and Product teams using tools such as Salesforce and Outreach.
Achieve monthly pipeline goals set by sales management.
Participate in continuous learning through mock calls, formal training, coaching, and feedback.
Maintain contact with prospects and clients throughout and beyond the sales cycle.
Manage sales cycles from start to finish and attain revenue goals.
Facilitate discovery meetings and product demonstrations, negotiate agreements, and close business.
Contribute to team improvement and assist newer colleagues as experience in the role grows.

Benefits

Flexible paid time off.
14 paid company holidays, including two floating holidays.
Medical, dental, life, vision, and disability insurance covered up to 100% by Payscale.
Unlimited infertility coverage through medical plans.
Additional supplemental health benefits for employees and their families.
401(k) retirement program with an immediately vested company match.
16 weeks of paid parental leave for birthing and non-birthing parents.
Health Savings Account options with company contributions each pay period.
Flexible Spending Account options.
Annual remote work stipend for wellness or home office equipment.
Continued learning and development opportunities.
Company-sponsored volunteer hours.
Employee Resource Groups.
Remote-first work model and access to company-paid coworking spaces.