Account Manager II - 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, ZoomInfo, 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 II, matriculates, and closes growth opportunities for the Payscale Mid-Market segment within a designated book of business. Prior experience selling HCM SaaS software into organizations with less than 1000 employees is preferred. We currently have over 3000+ Mid-Market customers. Payscale is proud to call some of the world's most successful organizations users of our compensation technology. We are looking for business athletes who are ideal team players - hungry, humble, and smart - with the drive to grow revenue within our 3k + 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 (quota), and part of a larger team KPI (Key performance indicators) rollup. Retention is the life blood of our business, but your role will be to grow each customer with new compensation data sets, software, and services.

In this role, you will:

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

• Generate business opportunities through CDR partnerships, professional networking, client account blue printing customer MQLs, etc.

• Drive brand awareness, TSO campaigns, and lead generation

• Meet and exceed all quarterly and annual sales quotas

• Own the sales cycle - from lead generation to closure

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

• Maintain account and pipeline opportunity forecasting within Salesforce

• Ensure proper customer satisfaction scores and align with retention strategies of the business

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

Qualifications

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

• 5+ 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 Exceeding 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

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 can meet the following technology, equipment and workspace requirements:

• High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal.

• Device for Multifactor Authentication (MFA/2FA) - smartphone, tablet, etc.

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