Enterprise Account Executive – Federal

Job not on LinkedIn

3 days ago

⚔️ Virginia – Remote

Although this job is listed in Virginia, this company may be open to hiring remote in other states.

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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TCP Software

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HR Tech • SaaS

TCP Software is a provider of employee scheduling, time & attendance, and workforce management solutions. Its product portfolio includes SaaS platforms (TimeClock Plus, Humanity Schedule, Aladtec, Humanity Time, ScheduleAnywhere) plus time clock hardware and integrations with ERP/HCM/payroll systems. TCP focuses on automating scheduling and time tracking to improve payroll accuracy, compliance, and labor cost management for organizations of varying sizes across industries such as education, public safety, healthcare, retail, hospitality, and manufacturing.

501 - 1000 employees

Founded 1988

👥 HR Tech

☁️ SaaS

📋 Description

• Identify as a subject matter expert and advisor to prospective customers, through knowledge of current trends and topics of interest within assigned market segment(s). • Drive recurring subscription revenue via new customers within a defined territory. • Expand current account revenue via cross-sell / upsell from accounts within defined territory. • Achieve and exceed assigned sales revenue quota by targeting Enterprise account segment. • Prior experience selling to State & Local Gov’t, K12, and Higher Education a plus. • Coordinate onboarding of new customers and expansion sales with assigned CSM(s). • Conduct effective needs assessments across multiple customer groups (technical, business, executive). • 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 and maintain ongoing promotion of company capabilities within assigned market segments.

🎯 Requirements

• 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 IT, Operations, and Finance. • 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 running 3–6 months sales cycles with multiple customer touchpoints. • Ability to navigate basic procurement processes. • 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%.

🏖️ Benefits

• 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