Account Manager I - Enterprise

About the Company

Payscale is the pioneer of compensation intelligence, helping organizations make smarter pay decisions that drive business performance. For more than 20 years, Payscale has combined trusted market data with AI-powered technology to deliver actionable insights that turn pay from a cost into a catalyst for growth. The Payscale Intelligence Cloud portfolio of solutions — Ascent, JobNav, and Paycycle — empower top companies and businesses like Cintas, Leidos, Chipotle, Ohio State University, and TJX Companies.

About the Role

The Account Manager, Enterprise I, identifies, matures, and closes growth opportunities for the Payscale Enterprise segment within a designated book of business. Prior experience selling HCM SaaS software into organizations with 1,000+ employees is preferred. Payscale serves over 3,000+ Enterprise customers, including some of the world's most successful organizations. We seek business athletes who are ideal team players—hungry, humble, and smart—with the drive to grow revenue within our enterprise install base. Revenue growth is achieved by running opportunities through a well-defined sales process ending in successful contract execution. The ideal candidate will demonstrate strong business value presentation skills and present confidently to compensation-centric human resources professionals and C-suite executives who are current Payscale users. Results are measured individually (quota) and as part of a larger team KPI roll-up. While retention is critical, your role will focus on growing each customer with new compensation data sets, software, and services.

Responsibilities

• Create, drive, and execute on revenue upsell opportunities within a specified book of business
• Generate business opportunities through SDR partnerships, professional networking, client account blueprinting, customer MQLs, etc.
• Drive brand awareness, TSO campaigns, and lead generation
• Meet and exceed all quarterly and annual sales quotas
• Own the sales cycle—from lead generation to closure
• Develop and deliver on a territory business plan working closely with sales leadership and internal partners
• Maintain account and pipeline opportunity forecasting within Salesforce.com
• Ensure proper customer satisfaction scores and align with retention strategies of the business
• Proactively manage a book of business and own meeting/exceeding renewal, upsell, and retention goals

Requirements

• Experienced, customer-centric Account Manager or Account Executive with documented success driving revenue growth across an existing customer base
• 5+ years of software sales experience & a BA/BS degree strongly preferred
• Strong preference for Human Capital Management sales experience (HRIS, compensation, talent management, benefit technologies, etc.)
• Proven track record of exceeding quarterly and annual sales targets
• Knowledge of assigned territory/accounts preferred
• Ability to work independently, take initiative, and manage performance accordingly
• Superior professional presence and business acumen
• Experience selling at the "C" level (CHROs a plus) and to other HR personas

Location

Payscale has an employee-centric remote-first model that provides flexibility to work from the location that best suits you. We do not have centralized corporate offices. Employees can work from home, in company-paid co-working spaces, or a combination of both. If working from home, we recommend ensuring you meet the following requirements:

• High-speed internet: A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace with reliable Wi-Fi
• Device for multifactor authentication (MFA/2FA): smartphone, tablet, etc.

Occasionally (usually no more than a few times a year), we gather for in-person events. Payscale has employees across the US, Canada, UK, the Philippines, and Romania, but we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.

Benefits

An open and inclusive environment where you’ll learn and grow through programs and resources like:

• Monthly company All Hands meetings
• Regular opportunities for executive leadership exposure through AMAs
• Access to continued learning & development opportunities
• A continuous feedback culture to drive performance and career growth
• A growing network of Employee Resource Groups
• Company-sponsored volunteer hours

Standard Benefits:

• Flexible paid time off, including 14 paid company holidays (plus 2 floating holidays)
• Comprehensive benefits plan: medical, dental, life, vision, and disability insurance covered up to 100% by Payscale
• Unlimited infertility coverage benefits through our medical plans
• Additional supplemental health benefits for you and your family
• 401(k) retirement program with a fully vested immediate company match
• 16 weeks of paid parental leave for birthing and non-birthing parents
• Health Savings Account (HSA) options and company contributions each pay period
• Flexible Spending Account (FSA) options for pre-tax employee allocations
• Annual remote work stipend for wellness or home office equipment

Pay

Compensation Range: $120,000