Enterprise Account Executive

About the Opportunity

The company is seeking a driven individual to empower organizations in building smarter compensation strategies and ensuring fair pay for all employees. This role is with a leading pay governance and compensation intelligence platform that helps organizations make better pay decisions throughout the compensation lifecycle, from leveling and offers to promotions and merit. The platform provides HR, compensation, and finance leaders with the data and decision support needed to govern pay fairly, compliantly, and with confidence. The organization partners with many of the world’s most recognized enterprises, implementing leading-edge compensation solutions with expert guidance and analyzing pay for over 10 million employees globally.

Join the mission to help companies make smarter pay decisions they can trust!

About the role

Join the team to sell mission-driven, category-defining technology that helps companies get pay right. For nearly a decade, the organization has led in pay equity software and now, with Decisions, is delivering instant, explainable guidance for offers, promotions, and adjustments directly within the workflow. Decisions embeds fairness with policy-aligned recommendations and auditable guardrails, helping customers hire faster, reduce attrition, strengthen compliance, and improve performance.

This role will help the world’s largest employers move from fixing pay once a year to getting it right every time by partnering with CHROs, Heads of Total Rewards, Legal, and Talent Acquisition. Expect high impact, true enterprise rigor, and a product to be proud to sell.

Why this job is exciting

• Manage all aspects of the sales process, including lead generation and management, qualification, demo, evaluation, and close.
• Define and execute territory plans and account plans to ensure goals are exceeded.
• Develop and manage the sales pipeline, and simultaneously move a large number of transactions through the sales pipeline.
• Become an expert in product demonstrations, plus the legal and regulatory aspects of pay equity and other workplace equity topics.
• Participate in the RFP process for prospects, including qualifying leads to ensure a good fit and providing a final review of all responses.
• Operate with the mentality that sales is a team sport, and bring in subject matter experts—e.g., lawyers, labor economists, data scientists, testifying experts, CEOs—to help win and exceed goals.

About you

• More than 7+ years of experience in sales, with 5 years as a closer.
• Consistent overachievement of sales goals in large enterprise sales.
• Experience running and owning technology demos.
• Experience in outbound prospecting and generating leads in your territory.
• Proficient in Salesforce, LinkedIn Sales Navigator, and Outreach (or equivalent).
• A highly disciplined approach to selling.
• Savvy, capable of curating a thoughtful approach to pay equity, diversity and inclusion, and workplace fairness for each individual client.
• Attracted to the challenge of a startup environment and adaptable to—and thriving amidst—change.
• A positive attitude, hustle, and persistence in the role.
• An excellent communicator, able to build relationships quickly with colleagues, clients, and prospects.
• Curious, a great listener who knows where to probe with prospects to inspire action and drive organizational change.
• Knows how to drive a deal and proactively lead prospects and customers (rather than reacting to their requests).
• Proficient with spreadsheets, presentation, and project management business applications.
• Committed to the mission of workplace equity and passionate about the products.

Extra credit

• Experience selling to compensation and total rewards professionals.
• Overall understanding of the HR technology landscape.
• Background in compensation, DEI, Business Intelligence/Analytics.

Role progression

• Within 2 months, fully ramped on product and solution content, with a territory plan.
• Within 3 months, leading sales efforts at large enterprise accounts and demo certified for all products and services.
• Within 6 months, a pipeline established, confident in the role, and providing input into other areas of the business (e.g., marketing & product) based on prospect feedback.

Why you’ll love it here:

• Competitive Compensation. The base salary is targeted at $140- $145k per year with a $280 - $290k at target earnings, with no cap. A geo-neutral approach to compensation within the US is taken, meaning pay is based on job function and level, not location.
• Equity. To share in the company’s success.
• Flexible Vacation Policy. Encouragement to recharge when needed, plus paid sick & safe time, compassion leave, and voting leave.
• 16 weeks of paid parental leave.
• Medical, Dental, Vision. The company pays 90% of employee premiums, and 50% for dependents.
• Life Insurance & Disability. The company covers the full premium.
• 401(k). To help save for the future.
• Fully remote model.

The interview plan for the Account Executive position is outlined below. Please note that this is the expected process; supplemental information may be requested or an additional step may be required before a final decision.

• 30 min interview with a member of the Talent Team.
• 45 minute zoom interview with the Hiring Manager.
• 45 minute zoom interview with the SVP Sales.
• Two 45 minute video interviews with team members.
• Final presentation to a panel - 60 minutes.
• In person meet & greet.

The organization is building a diverse team that values candor, curiosity, and community. If these values are shared and there is interest in joining, the team would love to talk even if not all criteria are met. It is not expected for anyone to have all the answers, as long as there is a willingness to learn and grow.

The company is an Equal Opportunity Employer. An inclusive and collaborative workplace is being built as the organization grows, and team members are welcomed regardless of gender/identity, sexual orientation, race or cultural background, religion, physical disability, and age.