Strategic Sales Executive

Thomas and Company • Nashville, TN

6d • Hybrid

About The Position

The Strategic Sales Executive is responsible for driving new business growth for Thomas & Company's unemployment cost control, employment verification, and tax credit services. This role identifies, qualifies, and develops prospective clients, leads consultative sales conversations, builds strategic business cases, and manages opportunities through contract execution. The position partners closely with Sales leadership and internal stakeholders to align client needs with Thomas & Company solutions and achieve revenue goals.

Requirements

• Associate degree required; bachelor's degree preferred
• 2-5 years of direct sales experience, preferably selling business-to-business solutions to corporate clients
• Experience with consultative, solution-based sales methodologies
• Ability to travel up to 25% or as needed to develop opportunities and achieve sales goals
• Understanding of unemployment cost control, employment verification, tax credit services, or related employer service solutions preferred
• Equivalent combination of education and relevant experience may be considered
• Ability to exercise discretion and maintain the confidentiality of sensitive company, client, employee, and business information
• Maintain professional and collaborative working relationships with clients, prospects, colleagues, leadership, and other business partners
• Strong organizational skills, attention to detail, and the ability to effectively manage multiple priorities
• Ability to demonstrate reliability, accountability, responsiveness, and sound judgment in fulfilling assigned responsibilities
• Demonstrated success meeting or exceeding sales goals through a strategic, consultative, and solution-oriented approach
• Ability to identify, develop, and advance long-term sales opportunities through market insight, business acumen, and client needs analysis
• Skilled at understanding complex business challenges and recommending tailored solutions that deliver measurable value
• Ability to build trusted relationships with senior-level stakeholders and serve as a credible advisor to prospective clients
• Strong verbal and written communication skills, including the ability to articulate value propositions, influence decision-makers, and facilitate executive-level discussions
• Effective networking, negotiation, relationship management, and presentation skills
• Experience presenting business solutions to C-level and VP-level leaders within Human Resources, Payroll, Tax, Finance, and related functional areas
• Ability to collaborate across departments to support effective sales strategies, client solutions, and successful deal execution
• Highly self-motivated, results-driven, adaptable, and capable of working independently while contributing to team objectives
• Must be able to perform the essential functions of the position with or without reasonable accommodation

Responsibilities

• Meet or exceed annual sales goals established by the company
• Partner with Sales leadership to develop, manage, and execute new business opportunities
• Identify, research, and qualify prospective clients to build and maintain a robust sales pipeline
• Develop targeted outreach strategies to secure introductory meetings with prospective clients in preferred industries
• Lead introductory and discovery meetings with prospective clients, whether remotely or on-site
• Assess prospect needs, gather relevant business information, and identify opportunities to align Thomas & Company solutions with organizational objectives
• Cultivate long-term relationships with senior-level stakeholders through strategic engagement and consultative selling practices
• Own assigned mid-market opportunities from initial qualification through contract execution
• Develop business cases that demonstrate the value and return on investment of company services and support stakeholder buy-in within prospective client organizations
• Develop tailored sales presentations and account-based strategies that connect prospect needs to the company's value proposition
• Collaborate with the VP of Sales, Chief Revenue Officer, and cross-functional stakeholders to finalize deal terms, pricing, scope, and contract documentation
• Maintain accurate prospect, account, and opportunity information in Salesforce and provide regular updates to Sales leadership
• Partner with prospective clients and internal stakeholders to facilitate contract execution and successful deal closure
• Represent Thomas & Company at trade shows, industry events, client meetings, and other business development activities as requested
• Collaborate with Sales leadership and internal stakeholders to develop sales strategies, marketing materials, client references, and business development resources
• Assist with special projects and perform other duties as assigned

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree