Job details

Manager, Enterprise Account Management

Job Summary:

The Manager, Account Management, will lead a team of Enterprise Account Managers responsible for the retention and expansion of our Enterprise clients. The Manager of Enterprise Account Management will have experience managing Enterprise HCM SaaS software Account Management teams. Success will be measured based on renewal dollars and incremental ARR quota attainment. Retention is the lifeblood of our business, and your role is a critical part of the overall success of our revenue organization.

Payscale has over 4,000 Enterprise-level customers and is proud to call some of the world's most successful organizations customers of our compensation platform. We look for inspirational leaders who can build, manage, and grow business athletes who are ideal team players. You must be able to coach, mentor, and enable Account Managers who will be presenting to C-Level executives, senior leaders, and human resource professionals who are current Payscale customers.

In this role, you will:

Lead a team of Enterprise Account Managers, holding each individual accountable for exceeding their individual monthly ARR and Renewal quotas
Drive upsell and cross-sell ARR across the Enterprise segment
Hold weekly 1-1s to review activity, achievements, and attitude of your team
Present your forecast to the extended revenue leadership team, including your peers, marketing, finance, and legal leadership
Prepare pipeline reviews with your team
Coach AMs on account mapping, territory planning, campaign optimization, and prioritization
Coach AMs on deal-specific strategy, including product positioning, pricing, and negotiation of T&Cs
Stay current on industry trends and maintain a high-level knowledge of competitors' product offerings
Meet with the Demand Generation team to review campaign effectiveness and key KPIs
Work cross functionally with our Customer Success team to gain deeper understanding of client adoption and engagement as well as overall client health.
Work with our legal, finance, and deal desk operations teams to structure amendments and deal terms that are consistent with accounting and auditing rules
Meet and exceed all monthly, quarterly, and annual sales quotas
Ensure proper customer satisfaction scores and align with retention strategies of the business

Qualifications:

A proven, customer-centric leader of Enterprise Account Management with experience driving revenue growth and retention across an existing global customer base
3+ years software sales leadership experience (or equivalent) & a BA/BS degree strongly preferred
Strong preference for Human Capital Management sales experience compensation, talent management, benefit technologies, etc.
Proven track record of consistently exceeding sales team KPIs
A collaborative growth mindset, a bias towards action, a strong sense of accountability, and a beat-and-raise mentality are essential.
Superior professional presence and business acumen
Experience selling at the "C" level, CHROs (Chief Human Resources Officer) a plus, and to other HR (Human Resources) personas.

Compensation

In the spirit of pay transparency, we are excited to share the OTE for this position is $280,000. This OTE is made up of a target base compensation of $140,000 and commission target of $140,000. If you are hired at Payscale, your final compensation will be determined based on factors such as skills, education, and/or experience. In addition to those factors – we believe in the importance of pay equity and consider any internal equity of our current team members as a part of any final offer. We also offer a generous compensation and benefits package (more information on benefits listed below).

About Payscale

As the industry leader in compensation management, Payscale is on a mission to help job seekers, employees, and businesses get pay right and to make sustainable fair pay a reality. Empowering more than 65% of the Fortune 500, Payscale provides a combination of diverse and dynamic data sources, experienced compensation services, and scalable software to enable organizations such as Angel City Football Club, Panasonic, Mars Global, eBay, American Airlines and PetSmart to make fair and appropriate pay decisions.

Pay is powerful. To learn more, visit www.payscale.com.

Location

Payscale has an employee centric remote-first model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person for the moments that matter.

In our remote-first model, employees can work from the location that works best for them. We do not have centralized corporate offices. Employees can choose to work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs.

When it matters (usually no more than a few times a year) we take the time to gather for in-person events.

Payscale has employees across the US, Canada, and the UK, however we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.

Benefits and Perks

All around awesome culture where together we strive to live our 5 values:

Respect every individual, work as a team
Be Customer first, customer centric
Have a Bias towards action
Commit to excellence (we give our best everyday)
Make Data driven decisions

An open and inclusive environment where you’ll learn and grow through programs and resources like:

Monthly company All Hands meetings
Regular opportunities for executive leadership exposure through things like AMAs
Access to continued learning & development opportunities
Our commitment to a continuous feedback culture which allows us to drive performance and career growth
A growing network of Employee Resource Groups
Company sponsored volunteer hours
And more!

Our more standard benefits

Flex Paid Time Off, giving you flexibility to rest, relax and recharge away from work
15 Paid Company Holidays, including an extended Fourth of July break, World Mental Health Day, and Juneteenth
A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale
401(k) retirement program with a fully vested immediate company match
12 weeks of paid parental leave for birthing or non-birthing parents
Unlimited infertility coverage benefits through our medical plans
Health Savings Account (HSA) options and company contribution each pay period
Flexible Spending Account (FSA) options for pre-tax employee allocations

Equal Opportunity Employer:

We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

Fraud Alert:

Payscale values security and privacy. During your job application and interview process, we will never ask for your personal banking or financial information, social security number, or other sensitive information, if you are unsure if a message is from Payscale, please email recruiting@payscale.com

Payscale Glassdoor Company Review

3.4

Payscale DE&I Review

3.9

CEO of Payscale

Chris Hays

Approve of CEO

Average salary estimate

$210000 / YEARLY (est.)

min

max

$140000K

$280000K

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What You Should Know About Manager, Enterprise Account Management, Payscale

Are you an inspiring leader with a passion for customer success? At Payscale, we are on the lookout for a Manager, Enterprise Account Management to join our dynamic team! You'll lead a talented group of Enterprise Account Managers, all focused on retaining and expanding our impressive portfolio of over 4,000 enterprise clients. Your expertise in managing Enterprise Human Capital Management (HCM) SaaS software account management teams will be key in driving significant revenue growth through upselling and cross-selling initiatives. In this engaging role, you will coach and mentor your team, helping them to present effectively to C-level executives, including CHROs and HR professionals. Each day will bring opportunities to strategize, review progress, and innovate ways to enhance our customer relationships. The compensation package for this position offers an OTE of $280,000, reflecting Payscale’s commitment to acknowledging your professional experience and contributions. If you thrive in a remote-first environment and are excited to help shape the future of pay equity as part of an industry leader, then this is the perfect opportunity for you. Join us in building a culture rooted in respect, collaboration, and a commitment to excellence. Let’s make pay fair, together!

Frequently Asked Questions (FAQs) for Manager, Enterprise Account Management Role at Payscale

What does a Manager, Enterprise Account Management at Payscale do?

A Manager, Enterprise Account Management at Payscale leads a dedicated team of Enterprise Account Managers. They are responsible for driving customer retention and expanding the business through upselling strategies. This role involves coaching the team on account strategies and preparing forecasts for revenue leadership while ensuring client satisfaction.