[Hiring] Account Executive @Payscale

Role Description

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
• 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.

What You'll Do

• 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, understanding prospects' needs and addressing them head-on
• Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers
• Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers
• 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
• Achieving monthly pipeline goals set by sales management
• Continuous learning through mock calls, formal training, and regular coaching and feedback
• Remaining in contact with prospects/clients at all stages of the sales cycle and beyond
• Managing high velocity sales cycles from start to finish with a track record of successful revenue attainment

First Year in Role

• Month 3: You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice, and feedback, shadowing your team members and facilitating discovery meetings and product demonstrations.
• Month 6: You will be developing pipeline, negotiating agreements, closing business, improving your partnership with your Sales Development Representative while continuing to hone your skills in discovery, objection handling, and targeted messaging.
• Month 12: You will be a leader on the team and take an active part in improving the team, as well as assisting newer colleagues and developing more advanced sales skills.

Qualifications

• 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

Additional Great Skills to Have

• Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions.
• Resilient and self-motivated: You're always striving to build upon previous successes and 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.
• Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked.

Location

Payscale has an employee centric remote-first model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person for the moments that matter. Employees can work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs.

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
• 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
• Annual remote work stipend to be used on wellness or home office equipment

Equal Opportunity Employer

We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. This policy applies to all terms and conditions of employment.

If you have a disability or impairment and need assistance with the application process, please email [email protected] for support.

Payscale values security and privacy. During your job application and interview process, we will never ask for your personal banking or financial information.