XTN-F5EB246 | ACCOUNT EXECUTIVE - MID MARKET I

All around awesome culture where together we strive to live our 5 values:   

• Respect every individual, work as a team   
• Be Customer first, customer centric   
• Have a Bias towards action   
• Commit to excellence (we give our best everyday)   
• Make Data driven decisions   

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

• Monthly company All Hands meetings   
• Regular opportunities for executive leadership exposure through things like AMAs   
• Access to continued learning & development opportunities    
• Our commitment to a continuous feedback culture which allows us to drive performance and career growth   
• A growing network of Employee Resource Groups   
• Company sponsored volunteer hours during the US Thanksgiving holiday 
• Monthly Social Hour Activities while onsite 
• Annual Site Anniversary Engagement Event 
• Annual Year End Party Engagement Event + Holiday Basket 

Our more standard benefits   

• • Paid Philippine Regular holidays + 1 additional Payscale holiday (Global Mental Health Day)  
  • 15 paid days of additional leave, credited up front upon regularization and refreshed annually. Unused leave are monetized. 
  • Maxicare coverage +1 dependent  
  • Fixed work schedule, Monday through Friday 10pm-7am Manila 

• Collaborating with your Sales Development Representative on territory planning to develop quality opportunities within assigned geographic territories
• Helping to Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on
• Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn
• Overcoming objections and effectively communicating PayScale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
• Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce, Outreach, Gong, 6sense, & LinkedIn Sales Navigator
• Achieving monthly pipeline goals set by sales management
• Continuous learning through mock calls, formal training, and regular coaching and feedback
• Remain in contact with prospects/clients at all stages of sales cycle and beyond
• Manage high velocity sales cycles from start to finish with a track record of successful revenue attainment

First Year in Role:

• Month 3: You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice and feedback, shadowing your team members and facilitating   discovery meetings and product demonstrations.  You will have built a solid relationship with your assigned Sales Development Representative to ensure an aligned territory plan.
• Month 6: You will be developing pipeline, negotiating agreements, closing business, improving your partnership with your Sales Development Representative while continuing to hone your skills in discovery, objection handling, and targeted messaging.
• Month 12: You will be a leader on the team and take an active part in improving the team as a whole, as well as assisting newer colleagues and developing more advanced sales skills

• Bachelor's degree, or experience in sales and/or customer facing activities in a fast-paced environment.
• 2-3 years of SaaS sales experience, with at least 1 year in an AE role

Skills:

• Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
• Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
• Detail oriented: The little things matter! You're able to craft a process that keeps you on track.
• Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes.
• Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email.
• Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked.
• Sales Methodology: Familiarity with consultative selling methodologies, preferably MEDDICC

• Salesforce or a similar CRM
• Tech stack: Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chilipiper
• MS Office Suite, especially Outlook, Excel, PowerPoint