Account Manager I - Mid-Market

About Payscale

Payscale is the original compensation innovator for organizations who want to scale their business with pay and transform their largest investment into their greatest advantage. With decades of innovation in sourcing reputable data and developing AI-powered tools, Payscale delivers actionable insights that turn pay from a cost to a catalyst. Its suite of solutions — Payfactors, Marketpay, and Paycycle — empower top companies in the U.S. and businesses like Cintas, Leidos, Chipotle, Brookdale Senior Living, Ohio State University, American Airlines, and TJX Companies.

Create confidence in your compensation. Payscale.

To learn more, visit www.payscale.com.

Job Summary

The Account Manager, Mid Market I, matriculates, and closes growth opportunities for the Payscale Enterprise segment within a designated book of business. As an Account Manager at Payscale, your role is to grow each customer in your book with new compensation data sets, software, and services. Experience selling HCM or Compensation SaaS software into organizations with up to 1,000 employees is strongly preferred.

We are looking for sales athletes who are ideal team players - hungry, humble, and smart - with the drive to grow revenue within our install base. This revenue growth will be achieved by running opportunities through a well-defined sales process ending in successful contract execution. The ideal candidate will demonstrate strong business value presentation skills and present confidently to compensation centric human resources professionals and c-suite execs, who are current Payscale users. Your results will be measured individually (monthly, quarterly, and annual quotas), and part of a larger team KPI (Key performance indicators) roll-up.

In this role, you will:

• Create, drive, and execute on revenue upsell opportunities within a specified book of business

• Partner with Renewals Managers to scope renewals for growth and execute a timely and strategic renewals process within your book of business

• Own the responsibility of all commercial activity within your given book of business

• Generate business opportunities through SDR partnerships, CSM Partnerships, RM Partnerships, professional networking, client account blue printing, customer MQLs, etc.

• Drive brand awareness, TSO campaigns, and lead generation

• Meet and exceed all monthly, quarterly, and annual sales quotas from the first quarter in seat

• Own the sales cycle - from lead generation to closure

• Collaborate with the Customer Success Team to gain deep understanding of client adoption and engagement

• Develop and deliver on a territory business plan working closely with sales leadership and internal partners

• Maintain account and pipeline opportunity forecasting within Salesforce.com

• Proactively manage a book of business and own meeting/exceeding upsell goals

Qualifications

• An experienced, customer-centric, Account Manager or Account Executive with documented consistent success driving revenue growth and exceeding targets across an existing customer base

• 3+ years of software sales experience & a BA/BS degree strongly preferred

• Strong preference for Human Capital Management sales experience HRIS, compensation, talent management, benefit technologies, etc.

• Proven track record of consistently exceeding Monthly, Quarterly, and Annual sales targets

• Knowledge of territory/accounts assigned preferred

• Be able to work independently, take initiative, and manage performance accordingly

• Superior professional presence and business acumen

• Experience selling at the "C" level (CHROs a plus) and to other HR persona (Talent Acquisition, Compensation, etc)

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.

In our remote-first model, employees can work from the location that works best for them. We do not have centralized corporate offices. Employees can choose to work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs.

If you work from home, we recommend ensuring that you ca