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.

Job Description

What We Do: The Mid-Market segment specializes in finding compensation solutions for organizations with 250-1499 employees. You will manage a team of full-cycle Account Executives who have the unique ability to sell all 3 of our core platforms to HR, Compensation, and Executive personas. Due to our diverse audience and complex sales cycle, this job requires quick thinking and agility.

What You Do: In this role you will be responsible for mentoring nine Account Executives. You will be helping them to optimize their territories and exceed their monthly and quarterly goals. We are looking for a highly motivated, results-focused, and engaging leader to continue growing one of our three mid-market teams.

Day-in-the-Life: As a Mid-Market Sales Manager, a typical day may include the following…

• One on one meetings with Account Executives to guide specific skill development, lead deal strategy sessions, and guide them on next steps to ensure opportunities are moving up in the funnel
• Review pipeline while forecasting your monthly and quarterly call to the Director of Sales.
• Hiring and helping to ramp new employees by assisting in email messaging, business case development, and live calls with prospects.
• Support AEs on live calls by having a deep knowledge of the product and a high level of technical aptitude
• Review key metrics such as pipeline by stage, product mix, average sales price, discounting, completed engagements, etc. Then, establish focus areas that will improve overall results from you team
• Building training programs to help improve specific focus areas
• Motivating and encouraging team in times of high stress such as month, quarter, or year-end
• Collaborating with members of the Sales Management team as well as other departments such as our marketing and product teams

First Year in Role:

• Month 3: Within 3 months you will have established a point of view on strengths and areas for improvement for each member of your team. You will be familiar with the specific value proposition of each product and proficient in using the tools. Also, you will have hired a new employee for your open territory and begun guiding them on ramping in their new role.
• Month 6: Within 6 months you will be a product expert and will be fully emersed in our sales process. You will be able to identify focus areas for your team along with individual trainings needed for each member of your team.
• Month 12: Within 12 months you will have in depth knowledge of your pipeline and will be able to accurately forecast a monthly and quarterly call.

Qualifications

• Shown success with managing, motivating and developing an inside sales team
• Experience with prospecting, lead generation/qualification, and customer/prospect follow-up
• Exceptional interpersonal skills, and excellent oral and written communication skills required
• Experience with presenting product materials, sales webinars and seminars as required
• Bachelor’s Degree, or equivalent experience
• 3+ years of Inside Sales or Sales Management experience in technology/software
• Proficiency in various social media tools, Salesforce and/or other CRM systems and Microsoft Office Suite

Additional Information

Meet Your Manager: You will be reporting to Justine Lyon, our Sr. Director of MidMarket Sales. She began her career at PayScale approximately 10 years ago. She has worked in all segments of the Sales organization and is a firm believer in cross segment and department collaboration. Her Management style can be described as high energy and highly collaborative. She values strategic thinking and action oriented people.

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
• 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.