Account Executive - Enterprise

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

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, and 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, 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 HR and compensation executives, regarding appropriate product offerings

• 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 in sales tools like Salesforce and Outreach

• 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 well as assisting newer colleagues and developing more advanced sales skills

What We're Looking For

• 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. You recognize there is a difference between "hearing" and "listening," and y