What We Do: Focused purely on new client acquisition, our Sales org works with the customer from initial contact to signed contract. The Enterprise segment is the biggest segment in the company, selling to high level Compensation and Human Resources contacts at the top end of PayScale’s book of business – having the largest, direct impact on the bottom line revenue of the company.
What You Do: As a PayScale Enterprise AE, you are disrupting the compensation status quo, empowering companies across virtually every industry with the tools they need to build a compensation strategy that promotes equity, engagement and employee retention. In this segment, you’re able to sell the full, diverse suite of PayScale solutions – no day and no customer is the same!
You are a strategic expert in your territory; with strong knowledge of labor markets, customer base, target companies and competitive landscape. You evangelize our products and services, quarterbacking every stage of the sales cycle – from the initial lead-qualification call, through discovery, driving the technical demonstration of the product(s), and facilitating complex negotiations to the point of a signed contract.
Day-in-the-Life: A typical day for an Enterprise Account Executive may include the following…
You spend a few hours in the morning, using data to strategize account targeting, customizing messaging to demonstrate unique value to these prospects.
You meet with your Sales Development Representatives dedicated to your territory to discuss the pipeline strategy, which you’ve built with their supplemental support – based on research, cold-calling and prospecting.
You conduct discovery calls with two different prospects, working with the point-of-contact to understand their business drivers, their current approach to pay, and the problems they’re experiencing.
By the afternoon, you’ve conducted a product demo to multiple key decision-makers of a prospective client company, during which you confirmed the unique value of PayScale’s offerings, identified the right product fit for their needs, and affirmed the relevant success criteria.
You have two deals in the latter stages of the cycle, so you spend some time putting the final touches on your solutions proposals and the associated cost, reaffirming for the clients the buying process and the selected solution.
For a deal you have in negotiation, you navigate competitive threats, review legal terms and conditions, and reinforce PayScale core differentiators – driving the contractual negotiation to a close.
Throughout the day, you log all relevant activity into Salesforce which you’ll use to create an effective follow-up plan for building and leading long term relationships with prospects and deals with longer sales cycles.
First Year in Role:
Month 3: You’ll be proficient in presenting PayScale’s product suite, including the functionality, unique value proposition, and how our solutions would fit customer processes. By now, you’ve started to build your pipeline and territory strategy; 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 deal, but also not making the same mistake more than a few times. You know your territory very well, are continuing to build up your pipeline while winning over a few customers and getting the feel for what it takes to win. Some next-level learning is now possible – You’re ready to up your game.
Month 12: You’ve hit (or exceeded!) your ramped quota, have learned from your mistakes, and are now focused on sustaining your success. You’ve visited your territory once or twice, connected with existing customers, and have brought back your findings to add to the cumulative knowledge of the team. You’re itching to optimize your territory plan for the next year, and keep striving to find ways to take your strategy to the next level.
2 + years of experience building customized value propositions for companies based on detailed research; preferably within the SaaS industry
2+ years of experience negotiating and closing complex sales in competitive scenarios, including return-on-investment proposals.
Experience selling multiple products to multiple buyers at various levels.
Experience conducting live product demos via web (Zoom Meeting, GoToMeeting, join.me, etc.).
Consistent track record of achieving/exceeding sales quotas.
Bachelor’s Degree not required, but strongly preferred.
Ability to communicate effectively (both written and verbal) with both internal and external contacts, across all levels of an organization.
Effective prospecting skills; strategically building pipeline through market research and cold-calling.
Outstanding contract negotiation and closing skills, even when working with complex multi-year terms and multiple client contacts.
Zoom (or other web demo tools)
Meet Your Leader: While there are four Enterprise Team Managers, there’s only one Justine Lyon! Justine is the VP of Sales and heads the Sales Development, Enterprise, and Strategic sales segments. She’s sold nearly every PayScale product across every client segment in her 10+ years here, and has grown into one of the best leaders our company has to offer. She’s particularly outstanding at bringing out the best in her sales reps and team managers, beyond even what they thought possible for themselves, helping countless PayScale “Purple Squirrels” cultivate an exceptional software sales career.
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.
Recruiter Phone Interview
Video Interview & Mock Discovery Exercise w/ Hiring Manager
In-person interviews, onsite in our Seattle HQ
Benefits & Perks – The Highlights:
Flexible 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 Rooms
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.
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 ideal place for you to grow your career.