Company Description

About Payscale
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, we 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 “indirect” customers to Payscale's growing list of over 10,000 traditional HR 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 selling the Payscale data solutions to indirect customers globally, with an emphasis in the US and Canada. You will leverage you experience to engage with non-HR buyers who have unique data needs. You will work with our engineering and data science teams to drive product enhancements to help our customers solve additional challenges. You will build and maintain a sales funnel 4x your quota while meeting and exceeding sales objectives.

Day-in-the-Life:

As a Strategic Product Account Executive – Data, a typical day may include the following…

· Collaborating with your Sales Development Representative on territory planning to develop quality opportunities

· Helping to qualifying 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 Product Managers, Business Development Leaders, 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 and Outreach

· Achieving monthly pipeline goals set by sales management

· Remain in contact with prospects/clients at all stages of sales cycle and beyond

First Year in Role:

· Month 3: You'll be proficient in presenting PayScale's data solutions, including the API framework, SLAs, use cases, data depth and breadth, pricing and contracting. By now, you've started to build your pipeline, possibly have even closed a few deals, and you're starting to find

your groove. You will have built a solid relationship with your assigned Sales Development Representative to ensure an aligned territory plan.

· Month 6: You've hit your ramped quota and will have put the pieces together - not winning in every single situation, but also not making the same mistake more than once. You've won over many customers, gotten the feel for what it takes to win, all while continuing to build your pipeline. You've really gotten to know your target customer well, put themes together to repeat success, and have become part of our high-functioning team.

· Month 12: You've consistently hit your quota, learned from your mistakes, and now you're focused on sustaining your success. You've done so well that others are interested in stepping into your role. You’ve connected with existing customers at least quarterly, contributed to the product’s growth, added to the cumulative knowledge of the team and you’re itching to revise your sales plan for the next year and keep trying to find ways to take your strategy to the next level.

Qualifications

Experience:

· 5 or more years of 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 enterprise territory

· Experience collaborating cross-departmentally with Solutions Engineers, Product Marketing, Legal, Product, and Executive Leadership

· Experience 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

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

· DiscoverOrg / ZoomInfo

· LinkedIn Navigator

· MS Excel (beyond basic data entry

Additional Information

Benefits & Perks – The Highlights:
All around an awesome culture where together we strive to pursue excellence every day, create
customer value and compete to win (and lose!) as a team.
As part of our culture of transparency and commitment to employee engagement, we have a
number of programs and resources such as:
 Regular virtual company meetings
 Table for 4 Executive conversation
 Pulsing tools for continuous conversations to drive your own performance and career
 Strengths-based ip designed to help you engage with your peers and manager supported
through a program called StandOut
 Access to top-notch learning courses for all employees through LinkedIn Learning
 And we are constantly re-evaluating how our employees can be successful at work!
The more standard benefits include:
 Flexible Paid Time Off policy – most employees average around 3 weeks per year
 14 paid holidays including Independence Week, Juneteenth and World Mental Health
Day
 Amazing medical/dental/prescription coverage offering with 3 different plans to fit your
unique needs, helping you take control of your health including a plan that is 100%
company-paid for employee premiums
 Access to Premera’s Healthcare Services including an Employee Assistance Program
(EAP), 24-hour Nurse Hotline, Teladoc, and Talkspace
 Flexible Spending Account (FSA) options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit