Enterprise Sales Executive

Thomas and Company•Nashville, TN

About The Position

The Enterprise Sales Executive is responsible for driving new business growth through the sale of Thomas & Company's unemployment cost control, employment verification, and tax credit services. This role leads the full sales cycle for enterprise-level prospects, including prospecting, discovery, business case development, pricing collaboration, contract support, and deal closure. The position requires a consultative sales approach, strong executive-level communication skills, and consistent pipeline progression to achieve annual sales goals.

Requirements

Bachelor's degree in Business, Marketing, Communications, or a related field preferred
5-8 years of direct B2B sales experience, preferably selling to enterprise or large corporate clients
Demonstrated success meeting or exceeding assigned sales quotas
Proven experience managing complex sales cycles with multiple stakeholders and decision-makers
Experience developing business cases, delivering executive-level presentations, and supporting pricing or contract negotiations
Strong consultative selling skills with the ability to identify customer needs and position solutions effectively
Experience utilizing CRM systems, preferably Salesforce, for pipeline management, sales forecasting, and opportunity tracking
Demonstrated ability to communicate with C-level and VP-level executives in Human Resources, Payroll, Tax, Finance, or related departments
Demonstrated success generating new business opportunities through strategic prospecting, networking, and relationship development
Strong networking, negotiation, organization, and follow-up skills
Equivalent combination of education and relevant experience may be considered
Willingness and ability to travel as needed to pursue opportunities and meet sales goals
Ability to exercise discretion and maintain the confidentiality of sensitive company, client, employee, and business information
Ability to maintain professional and collaborative working relationships with clients, prospects, colleagues, and leadership
Ability to demonstrate reliability, accountability, and responsiveness in fulfilling assigned responsibilities
Self-starter with high energy, professional persistence, and diligence in following the sales process
Must be able to perform the essential functions of the position with or without reasonable accommodation

Responsibilities

Focus sales efforts on enterprise-level employers based on the company's defined employee-size criteria
Meet or exceed annual sales quota as determined by the company
Identify, qualify, and prioritize prospective new clients within assigned markets and preferred industries
Lead outreach, discovery, introductory meetings, conference calls, assessments, and follow-up discussions with prospective clients
Build and manage a strong pipeline of new business opportunities while maintaining accurate prospect, account, opportunity, and sales activity information in Salesforce, including consistent follow-up and pipeline hygiene
Develop tailored business cases and account-based sales strategies that align Thomas & Company's value propositions with prospect needs
Cultivate long-term relationships with senior contacts and key decision-makers to increase awareness of Thomas & Company's services, differentiators, and benefits
Prepare and deliver high-quality presentations, proposals, status updates, and other sales materials for prospects and sales leadership
Collaborate with Sales leadership, the VP of Sales, CRO, and other internal stakeholders on scoping, pricing, deal terms, and contracting support
Work with prospects to address questions, resolve obstacles, and secure executed contracts
Participate in trade shows, sales initiatives, marketing efforts, client references, and endorsement development as requested
Partner with implementation, operations, and client service teams to support smooth handoff after deal closure
Represent Thomas & Company professionally in external meetings, industry events, and executive-level prospect conversations
Forecast expected revenue, deal timing, and pipeline movement for sales leadership
Assist with special projects and perform other duties as assigned