Account Executive - Enterprise

What We Do: The Enterprise 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 an Enterprise Account Executive, you will use your experience and consultative selling skills to initiate long-standing relationships with prospective enterprise companies with 1,000+ full-time employees, 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 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.

Day-in-the-Life:
As an Enterprise Account Executive, a typical day may include the following

• 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

You Have:

• 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, negotiation, and closing deals
• Strong experience selling to the HR persona, such as HCM, HRIS, ATS, etc.
  • Selling similar compensation tools is a plus
• Utilized SaaS sales tech stack tools like Salesforce, Outreach, Gong, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chilipiper

Compensation

In the spirit of pay transparency, we are excited to share that the base salary range for this position is £79,000 - £118,400 plus a variable of £110,000. If you are hired at Payscale, your final base salary compensation will be determined based on factors such as skills, education, and/or experience. In addition to those factors - we believe in the importance of pay equity and consider any internal equity of our current team members as a part of any final offer. Please keep in mind that the range mentioned above is the full base salary range for the role. Hiring at the maximum of the range would not be typical in order to allow for future & continued salary growth. We also offer a generous compensation and benefits package (more information on benefits listed below).

About Payscale

Payscale stands at the forefront of compensation data technology, pioneering an innovative approach that harnesses advanced AI and up-to-date and reliable market data to align employee and employer expectations. With its suite of solutions-Payfactors, Marketpay, and Paycycle-Payscale empowers 65% of Fortune 500 companies to make strategic compensation decisions. Organizations like Panasonic, ZoomInfo, Chipotle, AccentCare, University of Washington, American Airlines, and Rite Aid rely on its unique combination of actionable data and insights, experienced compensation services, and scalable software to drive business success. By partnering with Payscale, businesses can make confident compensation decisions that fuel growth for both their organization and their people.

Create confidence in your compensation. Payscale.

To learn more, visit .

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.

When it matters (usually no more than a few times a year) we take the time to gather for in-person events.

Payscale has employees across the US, Canada, UK, The Philippines and Romania however we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.

Benefits and Perks

All around awesome culture where together we strive to live our 5 values:

Data informed decision making.

Customer first. Always.

Succeed together.

Relentless about results. Obsessed with excellence.

Lead the change. Shape the standard.

An open and inclusive environment where you'll learn and grow through programs and resources like:

Monthly company All Hands meetings

Regular opportunities for executive leadership exposure through things like AMAs

Access to continued learning & development opportunities

Our commitment to a continuous feedback culture which allows us to drive performance and career growth

A growing network of Employee Resource Groups

Company sponsored volunteer hours

And more!

Our more standard benefits - All paid 100% by Payscale

Holiday - Annual accrual for full time and part time employees

Sick Pay - Annual paid time off available

Company Paid & Statutory Holidays - Generous time off provided

16 weeks of paid parental leave for birthing and non-birthing parents

Pension scheme with up to a 4% company contribution

Life Assurance - Cover in place for 4x base salary

Private Medical Insurance - Company funded individual and family cover including primary care, mental health support, in-patient/out-patient treatment and a personal health fund.

BenefitHub - Discount marketplace

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. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don't hesitate to apply - we'd love to hear from you.

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

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