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 crowd-sourced compensation 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

***Ideally, this employee will work remotely out of a Northeast territory***

What We Do: We're on the front lines of PayScale, helping bring aboard new Enterprise customers to PayScale's growing list of over 7,000 customers. We work with Compensation and HR teams to help explore how PayScale's solutions can help them streamline, improve and automate their comp processes using PayScale's SaaS compensation software.

What You Do: You're responsible for a Strategic Enterprise territory, comprised of multiple states in the US and Canada, and drive all sales activity in that territory to achieve your annual goal. You work with your Sales Development Representative (SDR) to build and execute on a territory plan in order to optimize top of funnel opportunities. You maintain a sales funnel 4x your quota while meeting and exceeding sales objectives. You maintain an accurate pipeline and practice strong Salesforce.com hygiene at all times. You're a positive influence on PayScale's culture, in your own way.

Day-in-the-Life: As an Enterprise Account Executive, a typical day may include the following…

• Researching accounts and people in your territory, finding the best target accounts to pursue
• Conducting professional demonstrations of PayScale's market leading compensation solutions, aligning our features and benefits to a customer's needs, wants, and processes
• Following-up on activity opportunities, using strong written and oral communication skills to help a prospective customer down the buying process
• Work with customers to traverse their legal and procurement processes in a timely manner

First Year in Role:

• Month 3: You'll be proficient in presenting PayScale's products and services, including the functionality, value proposition, and how our solutions would fit customer processes. By now, you've started to build your pipeline, possibly have even closed a few deals, and you're starting to find your groove.
• Month 6: You'll have put the pieces together - not winning in every single situation, but also not making the same mistake more than a few times. You've won over a few customers, gotten the feel for what it takes to win, all while continuing to build up your pipeline. You've really gotten to know your territory well, put themes together to repeat success, and have become part of our high-functioning team. Some next-level learning is now possible, you're ready to up your game.
• Month 12: You've hit your ramped quota, learned from your mistakes, and now you're focused on sustaining your success. You've traveled into your territory once or twice, connected with existing customers, and added to the cumulative knowledge of the team. You're itching to revise your territory plan for the next year and keep trying to find ways to take your strategy to the next level.

Qualifications

Experience:

• 4+ years selling SaaS solutions, preferably in the HR field OR 3+ years as a compensation professional with in-depth experience in market pricing and analysis
• 5+ years experience focused on exclusively new business generation
• 3+ years experience growing and owning an enterprise territory
• Experience collaborating cross-departmentally with Solutions Engineers, Product Marketing, Legal, Product, and Executive Leadership
• Experience navigating a complex sales cycle through several buyers, influencers, and approvers

Skills:

• Ability to continually learn and improve based on feedback
• Strong oral and written communication skills
• Active listening
• Presentation acumen & polish
• Time management

Tools:

• Salesforce (Classic and Lightning)
• Zoom Video Communications
• DiscoverOrg
• LinkedIn Navigator
• MS Excel (beyond basic data entry - focus on data manipulation, pivot tables, and statistical analysis), PowerPoint, and Outlook

Additional Information

Hiring Process: “Change is the only constant in life (and PayScale)” – Heraclitus (okay, so we paraphrased a bit). The hiring process outlined below is a rough overview, and is subject to change based on business priority, interviewer availability, etc.

1. Phone Interview with Talent Acquisition
2. Phone or Video Interview with the Hiring Manager
3. Onsite Interviews w/ Mock Discovery Exercise

Benefits & Perks – The Highlights:

• Flexible Paid Time Off policy
• 10 paid holidays
• 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.