Enterprise Account Executive – SLED

🕒 3 dias atrás

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TCP Software

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 1988

👥 RH Tech

☁️ SaaS

HR Tech • SaaS

A TCP Software é uma fornecedora de soluções para agendamento de funcionários, controle de ponto e gestão de força de trabalho. Seu portfólio de produtos inclui plataformas SaaS (TimeClock Plus, Humanity Schedule, Aladtec, Humanity Time, ScheduleAnywhere), além de hardware de relógios de ponto e integrações com sistemas ERP/HCM/folha de pagamento. A TCP se concentra em automatizar o agendamento e o acompanhamento de tempo para melhorar a precisão da folha de pagamento, conformidade e gestão de custos de mão de obra para organizações de diversos tamanhos em setores como educação, segurança pública, saúde, varejo, hospitalidade e manufatura.

Descrição

• Serve as a subject matter expert and trusted advisor to Higher Education, State, and Local Government prospects through knowledge of workforce management challenges, funding dynamics, and trends across public sector organizations. • Achieve and exceed assigned sales revenue quota by targeting enterprise accounts across Higher Education, State, and Local Government organizations. • Demonstrate experience selling into Higher Education, State, and Local Government environments, including navigating public sector buying cycles, competitive bids, and formal procurement processes. • Conduct effective needs assessments across multiple stakeholder groups, including IT, HR, Payroll, Operations, Finance, Procurement, and executive leadership. • Develop and maintain ongoing promotion of company capabilities within Higher Education, State, and Local Government market segments, including alignment to sector priorities, compliance needs, and constituent service outcomes. • Drive recurring subscription revenue via new customers within a defined territory. • Expand current account revenue via cross-sell and upsell from accounts within a defined territory. • Coordinate onboarding of new customers and expansion sales with assigned CSM(s). • Uncover client key business objectives and challenges, delivering actionable recommendations for improvement. • Communicate the features and benefits of our niche software products in a consultative manner. • Perform customized presentations and coordinate product demonstrations with Solutions Consultants. • Maintain an organized database of accounts, opportunities, and activities. • Manage, track, and forecast pipeline opportunities with accuracy. • Develop relationships and drive business through ecosystem partners and resellers to expand market reach and influence deal velocity within the public sector.

🎯 Requisitos

• 3–5 years of B2B sales experience with at least 2 years in full-cycle enterprise sales. • Proven track record closing deals in the $50K–$250K ACV range. • Consistent quota attainment (80%+ over multiple years, ideally 90%+ in the most recent year). • Experience managing 8–12 active opportunities simultaneously. • Familiarity working with buyer personas such as CIO, CHRO, Payroll, HR, Operations, Finance, Procurement, and other administrative leaders within public sector or education environments. • References that validate both results and relationship-building capabilities. • Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks. • Ability to clearly articulate deal strategies and value propositions with examples. • Demonstrated consultative selling approach versus transactional/product selling. • Skilled at discovery questioning that uncovers business problems, not just technical requirements. • Ability to map product features to business outcomes and quantify ROI. • Understanding of basic financial concepts (ROI, payback period, TCO). • Experience managing complex 6–12 month sales cycles with multiple stakeholder groups, evaluation stages, and procurement checkpoints common in Higher Education and State and Local Government. • Ability to navigate public sector and higher education procurement processes, including RFPs, RFIs, RFQs, contract vehicles, legal review, and budgeting timelines. • Skilled at coordinating internal resources (SEs, CSMs, executives) effectively. • Demonstrates pipeline hygiene and forecasting accuracy. • Consistent CRM use with detailed opportunity notes. • Familiarity with MSAs, redlines, and basic contract negotiations. • Strong written communication skills for emails, proposals, and presentations. • Comfortable presenting to director-level stakeholders. • Can handle objections professionally and without defensiveness. • Emotional intelligence and ability to read room dynamics effectively. • Professional presence that quickly builds credibility. • Familiarity with workforce management, SaaS, or adjacent industries. • Technical aptitude appropriate for complex software solutions. • Ability to quickly learn and retain product knowledge. • Previous B2B SaaS or intangible solution sales experience preferred. • Growth mindset and openness to feedback. • Curiosity reflected by thoughtful questions about process, product, and customers. • Strong alignment with TCP values and collaborative mindset. • Evidence of teamwork over “lone wolf” approaches. • Realistic and resilient when facing challenges or setbacks. • Prolonged periods sitting at a desk and working on a computer. • Must be able to lift up to 15 pounds at times. • Travel up to 25%.

🏖️ Benefícios

• Competitive salary. • 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays. • 8 hours to volunteer and impact the community. • Comprehensive benefits (Health/Dental/Vision/401K). • Employee Choice Pre-Tax Benefit.