Jobs and Careers

Account Executive - Mid-Market I

United Statesfull_timeVerifiedPosted 6 Nov 2024

💰 $150,000/yr($75,000/yr – $150,000/yr)

About the role

What We Do: The Mid-Market Account Executive team works 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. What You Do: As a Mid-Market Account Executive, 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. Day-in-the-Life:  As a Mid-Market Account Executive, a typical day may include the following…

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, Salesloft, 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

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.  You will have built a solid relationship with your assigned Sales Development Representative to ensure an aligned territory plan.
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 a whole, as well as assisting newer colleagues and developing more advanced sales skills