Job Description

WHAT WE DO: The Mid-Market 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 a Mid-Market Account Executive, you will use your experience and consultative selling skills to initiate long-standing relationships with prospective mid-market companies, with FTE’s ranging from 201 – 500 FTEs, 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.

DAY-IN-THE-LIFE: 

As a Mid-Market Account Executive, a typical day may include the following…

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

Qualifications

EXPERIENCE:

• Bachelor's degree, or experience in sales and/or customer facing activities in a fast-paced environment. 
• 2-3 years of SaaS sales experience

SKILLS:

• 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

TOOLS: We'll teach you everything you need to know, but it's helpful if you are familiar with...

• Salesforce or a similar CRM
• Outreach or a similar sales enablement platform
• MS Office Suite, especially Outlook, Excel, Powerpoint

Additional Information

PayScale provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. PayScale complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

Benefits We Offer:

• Unlimited Paid Time Off policy
• 100% company paid medical/vision/dental/prescription premiums for employees (50% for eligible dependents and partners)
• Four Flexible Spending Account (FSA) options for pre-tax employee allocations towards:
• Medical
• Dependent Care (can be used towards day care costs!)
• Parking
• Transit
• Long Term Disability, Short Term Disability, and Company-paid Life Insurance
• Maternity and Paternity Leave
• 10 paid holidays!
• Summer office closure, entire week of July 4th
• 401k with company match, vests immediately