Account Executive | Mid Market

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, Leidos, 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

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 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

• Unlimited infertility coverage benefits through our medical plans

• Additional supplemental health benefits offered to you and your family

• 401(k) retirement program with a fully vested immediate company match

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

• Health Savings Account (HSA) options and company contributions each pay period

• Flexible Spending Account (FSA) options for pre-tax employee allocations

• 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 [email protected] for support.

Fraud Alert:

Payscale values security and privacy. During your job application and interview process, we will never ask for your personal banking or financial information, social security number, or other sensitive information, if you are unsure if a message is from Payscale, please email [email protected]