Company Description

As the industry leader in compensation data and technology, PayScale helps organizations #getpayright. Payscale is the only technology solution for managing compensation that provides multiple streams of fresh, transparently curated and validated salary data. Combined with modeling engines that learn continuously and generate recommendations and insight, Payscale empowers HR to price jobs and adjust compensation to reflect real-time changes in the market — all on one trusted data platform. With Payscale’s Adaptive Compensation Advantage, teams operate with efficiency, focused on outcomes rather than manual data management. To learn how companies like The Washington Post, Perry Ellis International, United Healthcare and The New York Times rely on PayScale to attract and retain top talent, motivate and engage employees and plan their future workforce, visit payscale.com.

Job Description

The Install Base, Sales Manager is responsible for leading a team of account managers who will be closing growth opportunities for the Payscale down market segments. Prior experience managing high velocity HCM SaaS (Software as a Service) software sales and account management teams. A high premium placed on candidates who have thrived in the SMB (Small Business) and MM (Mid-Market) segments. We currently have over 5000+ SMB/Mid-Market customers and are proud to call some of the world’s most successful organizations customers of our compensation platform.

We look for inspirational leaders who can build, manage, and grow business athletes who are ideal team players - hungry, humble, and smart. You must be able to coach, mentor, and train account managers who will be presenting to human resources professionals and c-suite execs, who are current Payscale users. Your results will be measured based on team contributions and quota retirement. Retention is the life blood of our business, and your role is a critical part of the overall business success of our revenue organization.

Responsibilities

· Build out team of install base account mangers

· Drive upsell revenue across the SMB and MM (Mid-Market) segments

· Meetings to review activity, achievements, and attitude of your team

· Presenting your forecast to the extended revenue leadership team, including your peers, marketing, finance, and legal leadership

· Preparing pipeline reviews with your team

· Coaching AEs (Account Executive) on territory planning, campaign optimization and prioritization

· Coaching AEs on deal-specific strategy, including product positioning, pricing, and negotiation of T&Cs

· Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings

· Meet with the Demand Generation team to review campaign effectiveness and key KPIs (Key Performance Indicators)

· Meet and exceed all quarterly and annual sales quotas

· Ensure proper customer satisfaction scores and align with retention strategies of the business
 

Qualifications

· A proven, customer-centric, account manager with experience driving revenue growth across an existing customer base

· 5+ years software sales leadership experience & a BA/BS degree strongly preferred

· Strong preference for Human Capital Management sales experience – compensation, talent management, benefit technologies, etc.

· Proven track record of exceeding sales team KPIs

· Be able to work collaboratively, take initiative, and manage team performance accordingly

· Superior professional presence and business acumen

· Experience selling at the "C" level (CHROs (Chief Human Resources Officer)’ a plus) and to other HR (Human Resources) personas

Additional Information

Benefits & Perks – The Highlights: 

All around awesome culture where together we strive to: 

• Pursue excellence every day 

• Create customer value 

• Compete to win (and lose!) as a team 

As part of our culture of transparency and commitment to employee engagement, we have several programs and resources such as: 

• Regular virtual company meetings 

• Coffee chats 

• Table for 4 Executive conversation 

• Spirit Week 

• Pulsing tools for continuous conversations to drive performance and career growth 

• Strengths based tools designed to help employees engage with peers and managers, supported through a program called StandOut 

• Access to top notch learning courses for all employees through LinkedIn Learning 

• As well as constant re-evaluation of what our employees need to be successful at work! 

Our more standard benefits include: 

• Flexible Paid Time Off program – most employees average around 3 weeks per year 

• 14 paid holidays including Independence Week, Juneteenth and World Mental Health Day 

• 3 comprehensive health plans to fit your unique needs; plans have up to 100% company-paid premium coverage for employee Medical, Dental and Vision 

• Access to Premera’s Healthcare Services including an Employee Assistance Program (EAP), 24-hour Nurse Hotline, Telehealth (Doctor on Demand), Talkspace, and other virtual care options 

• Flexible Spending Account (FSA) options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit 

• Company Paid Short Term Disability, Long Term Disability, and Life Insurance 

• Comprehensive Paid Parental / Adoption Leave program 

• 401k program with fully vested, immediate company match 

Equal Opportunity Employer: We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination based on race, color, religion, sex, age, national origin or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.