The posting
What You Do
The Manager, Mid Market Account Management, will lead a team of Mid Market Account Managers responsible for the retention and expansion of our Mid Market clients. The Manager of Mid Market Account Management will have experience managing or selling Mid Market and Enterprise HCM SaaS software. Success will be measured based on expansion ARR quota attainment.
Payscale 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.
Benefits and Perks
All around awesome culture where together we strive to live our 5 values:
- Data informed decision making.
- Customer first. Always.
- Succeed together.
- Relentless about results. Obsessed with excellence.
- Lead the change. Shape the standard.
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
- Paid Philippine Regular holidays + 1 additional Payscale holiday (Global Mental Health Day)
- 15 paid days of additional leave, credited up front upon regularization and refreshed annually. Unused leave are monetized.
- HMO Coverage +1 dependent
- Fixed work schedule, Monday through Friday 10pm-7am Manila
In this role, you will:
- Lead a team of Mid Market Account Managers, holding each individual accountable for exceeding their individual monthly/quarter and annual expansion quotas
- Drive upsell and cross-sell ARR across the Mid Market segment
- Hold weekly 1-1s to review activity, achievements, and attitude of your team
- Present an accurate 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 Mid Market 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.
- Additional relevant knowledge or experience related to the above requirements will be considered an advantage.
