Sales Manager - SMB

Company Description

PayScale is the world leader in modern compensation software. Our rich data and unique algorithms power the world’s largest real-time database of salary profiles giving both employers and employees immediate visibility into the right pay for any position. We believe that transparent, fact-based relationships between companies and employees will generate the best outcomes, enabling both to thrive. We are bringing the dark art of compensation into the light by helping more than 6,500 businesses to stay competitive in the labor market and retain and manage their largest investment: their people.                

We’re disrupting the compensation industry and are looking to bring on talented professionals with diverse perspectives. We foster a playful work atmosphere where highly motivated individuals can be truly innovative. Are you bright, tenacious, and inventive? If so, PayScale may be the perfect place for you to grow your career! 

We are a fast-growing Warburg Pincus portfolio company who is thrilled to have brought the MarketPay product into our suite of offerings in 2016, and started a strategic alliance with Mercer in 2017. We can't wait for you to join us!

Job Description

What We Do:  We're on the front lines of Payscale, meeting with 100s of prospective customers every month.  Every day, we are adding to Payscale’s impressive list of over 10,000 current customers.  We work with Payscale Product Management to share real-time feedback from the market.  We work with Marketing to ensure Payscale’s message is landing effectively with the companies who need our products, data and services the most.  We have fun as a team – whether it is celebrating an individual achievement, clearing a team goal or realizing that we are playing an important role in helping companies #getpayright.

What You Do:  You're responsible for leading the team of Account Executives focused on the Small and Medium Business (SMB) segment in the Eastern 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 SMB Sales Manager - East, a typical day may include the following…

• Meetings to review activity, achievements, and attitude of your team
• Collaborating with the Sales Development Representative Manager 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 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

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 by those in the Revenue team and our partners in other parts of the business.
• 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 solid internal and external pipeline of future SMB AEs.

Qualifications

Experience:

·        3 or more years of high velocity, HR / compensation consultative SaaS or data sales

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

·        3 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 (and swiftly) 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 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 and your team 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)

·        Zoom

·        Outreach

·        Gong / Salesloft

·        DiscoverOrg / ZoomInfo

·        LinkedIn Navigator

·        StandOut

·        Smart Recruiter

·        Payscale / Payfactors Products

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

Additional Information

PayScale provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. PayScale complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

Benefits We Offer:

• Unlimited Paid Time Off policy
• 100% company paid medical/vision/dental/prescription premiums for employees (50% for eligible dependents and partners)
• Four Flexible Spending Account (FSA) options for pre-tax employee allocations towards:
• Medical
• Dependent Care (can be used towards day care costs!)
• Parking
• Transit
• Long Term Disability, Short Term Disability, and Company-paid Life Insurance
• Maternity and Paternity Leave
• 10 paid holidays!
• Summer office closure, entire week of July 4th
• 401k with company match, vests immediately