What We Do: The Enterprise segment specializes in finding compensation solutions for organizations with 4,000+ employees. You will develop a team of full-cycle Account Executives who have the unrivaled 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. This team is essential to growing and scaling the sales organization by adding many key logos in North America to our portfolio of 8,000+ customers.
What You Do: In this role you will be responsible for mentoring Account Executives while helping to push PayScale products upstream and capitalize on the very upper end of the market. You will play a part in building and optimizing the territories which will help AEs to exceed their quarterly goals. We are looking for a highly motivated, results-focused, and engaging leader to continue to grow our Enterprise team.
Day-in-the-Life: As a Manager of Enterprise Sales, a typical day may include the following…
Provide mentorship and feedback to AEs that helps to develop their skills and overall book of business
Assist in deal strategy meetings with Account Executives
Communicate the organization’s direction and vision to employees
Maximize revenue from our largest accounts
Build and optimize a new sales process that yields more opportunities, maintains a high ASP, and increases our win rate
Assist in fostering a culture that promotes ownership and results
Assist in bottom up and top down budget planning for the segment
Reviewing metrics such as pipeline by stage, product mix, average sales price, discounting, completed engagements, etc. Then, establishing focus areas that will improve overall results from you team
Help define Account Based Marketing plan for 2020
First Year in Role:
Month 3: Have a clear understanding of Q4 pipeline and identify gaps. Build an action plan by AE to increase ASP and decrease time to close. Come up with plan for growing outbound opportunity creation which yields full territory coverage. Building training programs to help improve specific focus areas
Month 6: Understand all stages of sales cycle, from leads to close, and articulate which levers we should focus on first, second, and third. Then, using these metrics, forecast possible upside while setting measurable check in dates on hypothesis.
Month 12: Ramped new AEs to create a team with strong, consistent performance. You'll be able to understand the general ebbs and flows of territories and can create a plan for max territory coverage based on AE's skillsets.
3+ years of SaaS Sales Management experience
8+ years of technology sales experience
Reporting: You're able to pull and report on data in a digestible format; as well as present solutions based on that data.
Territory Management: You know how to manage the ever-changing world of territory sales, and are strategic about coverage in order to increase revenue and performance.
People Management: You pretty much rock at Hiring, training, and developing strong talent.
Salesforce: You're a proficient Salesforce user (ideally you also have some experience in Lightning)
MS Excel: Experience in using Excel to forecast and push data to AEs and the Management team
PayScale Products: You'll need to quickly build expertise about the PayScale products so that you're able to better guide the sales cycles for AEs.
Meet Your Manager: This role reports to Justine Lyon, our VP of Sales, who began her career at PayScale 10 years ago. Having worked in all segments of the Sales organization, she's a firm believer in cross-segment and cross-department collaboration. Her Management style can be described as high energy and highly collaborative. She values strong business acumen and action oriented people.
Hiring Process: “Change is the only constant in life (and PayScale)” – Heraclites (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 Screen
Hiring Manager Phone Interview
In-Person Interview with more members of the team
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
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.