Account Executive | Mid Market

About this role

ABOUT PAYSCALE

Payscale is the pioneer of compensation intelligence, helping organizations make smarter pay decisions that drive business performance. For more than 20 years, Payscale has combined trusted market data with AI-powered technology to deliver actionable insights that turn pay from a cost into a catalyst for growth. The Payscale Intelligence Cloud portfolio of solutions — Ascent, JobNav, and Paycycle — empower top companies and businesses like Cintas, Leidos, Chipotle, Ohio State University, and TJX Companies.

Create confidence in your compensation. Payscale.

To learn more, visit www.payscale.com http://www.payscale.com.

Job Summary

Reporting to the Manager of Sales, the Account Executives on the Mid Market team work 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.

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.

What You'll Do

- 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, Outreach, 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

What We're Looking For

- 2+ years of SaaS sales experience, with at least 1 year in an AE role

- Bachelor's degree, or experience in sales and/or customer facing activities in a fast-paced environment.

- 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 you even pick up on what's not being said.

- Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.

- Detail oriented: The little things matter! You're able to craft a process that keeps you on track.

- Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes.

- Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email.

- Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked.

- Sales Methodology: Familiarity with consultative selling methodologies, preferably MEDDICC

Nice to Have

- Experience using Salesforce or a similar CRM

- Experience using the following tech stack: Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chilipiper

- MS Office Suite, especially Outlook, Excel, and PowerPoint

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

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