Company Description

Paying the right way, getting paid what you’re worth — it’s complicated, and it matters. Compensation used to be a dark art. Not anymore. PayScale helps employers and their employees understand the right pay for every position and effectively communicate about compensation. 

PayScale pioneered the use of big data and unique matching algorithms to power the world’s most advanced compensation platform and continues to be the compensation market leader, featured in G2 Crowd's 100 Best Software Companies for 2018, based on user reviews. 

We foster a working environment that generates new ideas, promotes ownership and experimentation and encourages highly motivated individuals to be truly creative. Are you forward-thinking, tenacious, and inventive? If so, PayScale may be the perfect place for you to grow your career!

Job Description

Our Account Executives work with diverse organizations and personality types. We sell a visionary product to both functional and innovative buyers, and are disrupting the compensation status quo.

• You will become an expert in your territory; with strong knowledge of labor markets, customer base, target companies and competitive landscape.
• Strategic account targeting, customizing message to demonstrate unique value to prospects.
• Logging activity to create an effective follow up plan for longer sales cycle and long term relationship with prospects.
• Discovery: Work with prospects to understand business drivers and current pay approach.
• Validation: conduct multiple calls/demos to confirm value, determine product fit, and revisit and affirm success criteria and timing.
• Proposal: propose final solutions and cost to multiple users and decision makers, reaffirm buying process and preferred solution.
• Negotiate: navigate internal competitive threats, review legal terms and conditions and reinforce PayScale core differentiators with management. 

Qualifications

The Person:

• Curious: you have a deep hunger to learn and a willingness to experiment. You find complex problems fascinating, not intimidating or messy. Experimentation is exciting to you, and one of your strengths is the ability to ask the right questions to uncover the most important pieces of information.
• Resilient: you realize that the quickest path to success is through failures, so you aren't afraid to jump in and try something new. Your failures are your biggest learning opportunities, so you do not let them slow you down. You fail fast, calibrate your approach, then improve your process immediately.
• Continuous Learning: you enjoy being an expert in your craft, and you know there is always more to learn. You are always striving to be an expert in your craft, and you know you can’t get there overnight. You search out thought leadership, and you never wait for information to come to you.
• Evangelizing: when you are passionate about something, you enjoy sharing that passion with others. When you get excited about something, you cannot wait to share it with others. Your passion is contagious because you can easily articulate why others should care about your passion as well.

The Requirements:

• 2 + years of experience building customized value propositions for companies (based on detailed research).
• Experience consistently building a pipeline based on research, cold-calling and prospecting.
• 2 + years of experience negotiating and closing complex sales in competitive scenarios, including ROI proposals.
• Strong written and verbal communication skills.
• Experience selling multiple products to multiple buyers at various levels.
• Consistent track record of achieving/exceeding sales quotas.

Preferred Qualifications:

• Full cycle sales experience in SaaS industry.
• Experience conducting live product demos via web (GoToMeeting, join.me, etc.).
• Bachelor's Degree.

Additional Information

Benefits & Perks – The Highlights:

• Unlimited Paid Time Off policy
• 10 paid holidays AND Summer office closure the entire week of July 4th
• Amazing Medical/Vision/Dental/Prescription coverage: 100% company-paid premiums for employees; 50% for eligible partners and dependents
• Flexible Spending Account (FSA) options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit
• Long Term Disability, Short Term Disability, and Company-paid Life Insurance
• Competitive Maternity and Paternity Leave, and onsite Mother’s Room
• 401k which vests immediately, complete with company match
• Onsite bike storage, lockers, showers, and clothes dryer
• Ergo friendly chairs and sitting-standing desks
• Company-hosted happy hours every Friday afternoon
• Fido Fridays (our canine colleagues join us the first Friday of every month. WOOF!)

Equal Opportunity Employer: 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.