Account Executive, New Client Acquisition

About the role

Melita, an Allvia company, is seeking a results-driven Account Executive to lead new client acquisition efforts. This role is responsible for growing Melita's book of business through two connected motions: converting warm leads generated by marketing and channel partnerships, and proactively prospecting and closing net-new business through outbound efforts. The ideal candidate brings direct, verifiable success selling HR services in a PEO (Professional Employer Organization) or HR managed services environment, and is comfortable owning a full-cycle sales process from first conversation to signed agreement.

Responsibilities

• Marketing & Channel Lead Conversion (~50%)
  • Respond promptly to inbound leads generated through marketing campaigns, the website, referral partners, brokers, and channel relationships
  • Execute the "Melita Sales Process" to understand prospect needs, and guide them through to a recommended solution to achieve their business goals
  • Partner closely with Marketing to provide feedback on lead quality, messaging effectiveness, and conversion trends
  • Maintain fast, professional follow-up cadences to maximize lead-to-close conversion rates
• Outbound Prospecting & Conversion (~50%)
  • Proactively identify, research, and prioritize target accounts and buyer personas within Melita's ideal customer profile
  • Execute consistent outbound prospecting activity, including cold calling, email outreach, LinkedIn/social selling, and networking
  • Build and manage a self-sourced pipeline from first touch through discovery, proposal, negotiation, and close
  • Develop and refine outbound messaging and cadences in collaboration with sales leadership to improve response and conversion rates
  • Consistently meet or exceed monthly and quarterly outbound activity and new-logo revenue targets
• Across Both Channels
  • Conduct discovery calls and needs assessments to clearly articulate Melita's value proposition and match solutions to prospect needs
  • Deliver polished presentations and proposals to prospective clients, including HR leaders, business owners, and executive decision-makers
  • Accurately manage and forecast pipeline activity in the CRM, keeping records current and reporting complete
  • Collaborate with implementation, HR, and client services teams to ensure a smooth handoff and onboarding experience for new clients
  • Stay current on PEO/HR managed services industry trends, competitive positioning, and compliance considerations that affect the sales conversation

Required Qualifications

• 3-5 years of direct sales experience selling HR services, either for a PEO (Professional Employer Organization) or an HR/employee-benefits managed services provider
• A proven, verifiable track record of new client acquisition success (e.g., quota attainment history, references, or documented production that can be validated)
• Demonstrated experience managing a full-cycle sales process, including both inbound lead conversion and self-sourced outbound prospecting
• Strong consultative selling skills with the ability to speak credibly to HR, payroll, benefits, risk management, and compliance topics
• Excellent communication, presentation, and negotiation skills
• Comfortable operating in a metrics-driven environment with defined activity and revenue targets
• Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard sales engagement/prospecting tools
• Self-motivated, organized, and able to manage a pipeline that spans two distinct lead sources simultaneously

What Success Looks Like

• Consistent achievement of monthly/quarterly new-client acquisition and revenue targets across both channels
• A well-managed, accurately forecasted pipeline reflecting both inbound and outbound sourced opportunities
• Strong conversion rates on marketing/channel leads and a healthy, self-generated outbound pipeline
• Positive, collaborative relationships with Marketing, channel partners, and internal implementation teams

Pay

• Salary range: $150,000 - $225,000 per year (target compensation with incentive pay)
• Base pay: $90,000 - $115,000