Account Executive - SMB

As an Account Executive - SMB at Payscale, your main responsibilities include targeting new business accounts, hosting online demonstrations of our compensation solutions, and engaging with HR leaders and executive teams to address their pay processes. Additionally, you will be building a pipeline of sales opportunities while collaborating with your teammates to enhance your selling techniques.

To qualify for the Account Executive - SMB position at Payscale, candidates should possess at least 1 year of full-cycle sales experience, ideally in a territory model. Familiarity with Salesforce or other CRM systems is preferred, along with the ability to generate leads independently and adapt to new software systems.

Payscale prides itself on an all-around awesome culture dedicated to teamwork and individual respect. As an Account Executive - SMB, you’ll thrive in an inclusive environment that values continued learning, collaboration, and recognition of successes, making it a great place to grow your career.

Payscale supports the professional growth of Account Executives - SMB by offering various learning and development opportunities, access to executive leadership through AMAs, a continuous feedback culture, and networks of Employee Resource Groups that foster personal and professional development.

The compensation structure for the Account Executive - SMB role at Payscale includes a target base salary of $60,000 along with commission potential that brings the OTE to $120,000. Payscale emphasizes pay equity while determining final compensation, and offers a comprehensive benefits package.

Account Executives - SMB at Payscale utilize a range of tools including Salesforce CRM, Outreach, Highspot, Gong, Discover Org, LinkedIn Sales Navigator, Zoom, and Slack to efficiently manage their workflows and enhance communication with clients.

Yes, Payscale offers a remote-first model, allowing Account Executives - SMB to work from any location that suits them best. This flexibility helps employees find a work environment that supports their productivity and collaboration whenever it’s needed.

To build a sales pipeline, it’s important to first identify target companies that align with our offerings at Payscale. Conducting thorough market research, networking through platforms like LinkedIn, and utilizing existing customer data will help create a list of potential leads. Regularly following up, crafting personalized outreach strategies, and keeping track of prospects in Salesforce will also set you up for success.

When discussing a challenging client, focus on the steps you took to understand their unique needs, how you tailored your approach to address their concerns, and the successful outcome. Emphasizing the importance of active listening and effective communication will showcase your ability to work with diverse personalities.

To improve sales performance, I would review analytics to identify successful tactics, conduct team brainstorming sessions for collaborative idea generation, and implement regular training that emphasizes best practices. I would also consider experimenting with new outreach methods to keep the engagement fresh.

Handling objections effectively requires active listening and empathy. First, I would acknowledge the client’s concern, ensuring they feel heard. Then I would provide data and relevant case studies from Payscale to alleviate their worries, demonstrating the value of our solutions and leading them back to a positive discussion about benefits.

In previous roles, I have utilized Salesforce extensively to manage leads, track sales activities, and analyze performance data. I find CRM tools essential for streamlining prospecting efforts, maintaining contact records, and enabling effective communication with team members and clients alike.

A successful Account Executive combines strong product knowledge with exceptional interpersonal skills. They possess the ability to understand client needs, follow up consistently, and relate product offerings to drive impactful solutions. Adaptability and a willingness to learn and refine techniques are also crucial to sustaining success in this role.

Preparing for a call with C-suite executives involves researching their company’s current compensation structure, industry trends, and key pain points. Framing my questions and solutions around their unique challenges would be essential, as would the ability to communicate our value proposition effectively to gain their trust and interest.

In a competitive sales environment, I maintain motivation by setting clear, achievable goals, celebrating small wins, and surrounding myself with supportive colleagues. Leveraging both individual reflection and team collaboration ensures that I remain focused and engaged despite challenges that arise.

Engaging potential clients during demos involves actively involving them in the presentation by asking questions, encouraging feedback, and demonstrating how Payscale's solutions can address their specific needs. I tailor each demo to highlight aspects that resonate with their objectives to ensure a meaningful conversation.

My long-term career aspirations within a company like Payscale include advancing into a management role where I can mentor newer Account Executives and influence broader sales strategies. Additionally, I aim to continuously deepen my expertise in compensation analysis and contribute to innovative approaches in our offerings.