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

What We Do: We're on the front lines of Payscale, helping bring aboard new customers to Payscale's growing list of over 10,000 customers. We work with product and data teams to help explore how Payscale's data solutions can help them deliver unique compensation-infused solutions to their customers through.

What You Do:  You're responsible for leading the team of Account Executives focused on the Mid-Market segment in the US and Canada. You will leverage your sales leadership experience to help your team achieve individual, segment and sales organization quotas. You will connect with product marketing, demand generation, sales enablement, and operations to ensure your team has the knowledge, resources, support, and encouragement they need to excel. You will also be responsible for leading the internal and external recruiting effort to support team growth.

Day-in-the-Life: 

As the Mid-Market Sales Manager, a typical day may include the following…

• Meetings to review activity, achievements, and attitude of your team
• Collaborating with the Sales Development Representative Managers to ensure proper alignment on territory plans, campaigns, and other related themes
• Presenting your forecast to the extended revenue leadership team, including your peers, marketing, finance, and legal leadership
• Preparing pipeline reviews with your team
• Reviewing AE NPS results to provide coaching and identify enablement opportunities
• Coaching AEs and SDRs 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
• Maintaining a pipeline of qualified candidates to ensure you can swiftly fill any future staffing needs

First Year in Role:

• Month 3: You will have an established daily, weekly, monthly cadence that you team can rely on and rally around. You will have comfort with the products and sales motions associated with each buyer persona. Your coaching, mentoring and training will begin to have a positive impact on the metrics. You will have established functional relationships with others related to the Revenue team.
• Month 6: Your team is operating very efficiently. You will have hired one or two new AEs. You will have mastered how to efficiently navigate contract negotiations, pricing discussions and value differentiation. Your team will be at or above quota and you will have successfully navigated quarter end while achieving your forecasted results. Your contributions to process updates, product enhancements, metric optimization and overall engagement of the team will be known my those in the Revenue team and our partners in other organizations.
• Month 12: Your team consistently exceeds forecast, and quota. You will have led at least two cross-functional projects. At least two of your AEs will have been promoted to other roles in Payscale and you have built a nice internal and external pipeline of future Mid-Market AEs.

Qualifications

 Experience:

· 5 or more years of high velocity, consultative SaaS or data sales, preferably in the HR field

· 5 or more years of experience focused on exclusively new business generation

· 5 or more years of experience growing and owning an SMB or Mid-Market territory

· Demonstrated expertise collaborating cross-departmentally with Demand Generation, Product Marketing, Legal, Product, Sales Development Representatives and Executive Leadership

· Experience effectively navigating a complex sales cycle through several buyers, influencers, and approvers

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

· Results-driven empathy: The ability to truly appreciate what it is like to “walk in someone’s shoes” and help them be successful at the same time.

Tools: We'll teach you everything you need to know, but it's helpful if you are familiar with...

· Salesforce (Lightning)

· Payscale Products

· Zoom Video Communications

· Outreach

· Gong / Salesloft

· DiscoverOrg / ZoomInfo

· LinkedIn Navigator

· StandOut

· Smart Recruiter

· MS Excel (beyond basic data entry - focus on data manipulation, pivot tables, and statistical analysis), PowerPoint, and Outlook

Additional Information

All your information will be kept confidential according to EEO guidelines.