Account Manager I - 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

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 http://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 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

- Flexible paid time off, giving you the opportunity to rest, relax and recharge away from work

- 14 Paid Company Holidays, includes 2 floating holidays (you choose!)

- A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale

- Unli

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