Sales Account Executive – Software Sales

Job Description
A Vertical-Based Account Executive is responsible for selling CompAnalyst, and cross selling our full line of compensation software products and services to corporate clients in a specific vertical market.  The Account Executive is paired with a business development representative who generates approximately 50% of the business opportunities for the Account Executive.  The Account Executive is responsible for uncovering needs, conducting product demonstrations, managing the sales cycle, and closing the business.  There is an intensive training program to help jump-start your success.  The position is 85% phone-based with 15% in face-to-face customer and/or prospect visits, as well as association meetings.

 

Candidate Experience and Requirements:

? 3-5 years in sales - or - 2-3 years in compensation with a propensity to move to quota sales job

? Prior experience selling in a vertical market

? A proven track record of consistently meeting and exceeding sales quotas with an average sale exceeding $20,000 with an average sales cycle of 6-8 weeks

? Prior experience selling and demonstrating technical products without assistance from a sales engineer

? Prior experience using a CRM is a plus

? An undergraduate-level education in a challenging area of study

 

Responsibilities:Achieves a quota of $420,000 per year, once fully rampedProvides direction, support, and training for their Business Development Representatives on how to approach the territoryResearches and thoroughly knows industry trends, markets, and competitive products in selected industryProspects for new clients and cold calls to uncover opportunitiesMakes 150 calls per weekComplete 28 demos per monthBuilds relationship with influential associations and develop programs that increase Salary.com awareness and sales opportunityPlans, manages resources, and delivers Salary.com story / products at large association meetingImplements relationship and referral selling among the specific vertical marketManages the sales cycle from the opportunity to the closeLeads account strategy sessions for cross-selling opportunitiesQualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closureMaintains complete and accurate documentation in SalesForce of all activity Develops and delivers sales territory plan, and updates plan once a quarterWorks closely with Account Manager team to service and maintain current clientsMaintains a 90%+ renewal rateTravel 15% - 25%

 

Company Information
Ranked in the top 100 on the list of fastest growing companies by Inc. Magazine, Salary.com is the leader in providing employee compensation and market pricing software solutions and services.  Founded in 1999, Salary.com has maintained 100% growth over the past five years; but still retains its entrepreneurial spirit, flexible work environment, and goal to be the #1 provider of web-based compensation tools.  Salary.com is conveniently located off of Routes 128 in the Waltham area.

 

How to Apply:

Please email a resume or summary (preferably MS Word format) of your expertise, education and work experience to mcornacchini@salary.com .