客户经理 - 企业级
Account Executive - Enterprise
我们正在寻找一位成功、具有咨询性质且富有魅力的专业人士加入我们的企业团队。在这个职位上，你将与我们最大的潜在客户中的高管和副总裁建立联系，通过咨询式销售了解客户需求，定制解决方案，并通过新业务销售扩展我们的客户群。作为企业客户经理，你将负责从首次沟通到高层谈判和成交的整个销售流程。这是一个个人贡献者、承担配额的角色，适合在咨询式、多方利益相关者的交易中发挥最佳表现的人，这些交易涉及大型复杂组织中的人力资源、法务、员工关系和高管买家。
作为HR Acuity团队的一员，我们鼓励你#BeBold 尝试新事物，并提供工具让你#WorkSmarter，这样我们可以#BetterTogether。如果你对在初创环境中的成长故事感到兴奋，我们很乐意与你交谈！
关于我们：HR Acuity® 是员工关系和调查解决方案的领导者。我们核心的使命是帮助组织标准化员工相关事件的调查、记录和报告方式。我们对职场问题的系统化和预测性管理方法，帮助我们的客户/合作伙伴建立值得信赖、包容的文化，让员工感到安全。
为什么在这里工作？在HR Acuity® 工作意味着成为一种包容、多元文化的一部分。你将与一群热衷于创造性思考、快速行动并让最佳想法推动创新的人共事，为我们的财富500强客户提供服务。
公平文化警告：
这是一个“全力以赴”的区域。从我们由女性拥有的首席执行官兼创始人到每一位团队成员，都秉持着我们的#All-in 思维。我们不惜一切代价达成目标，以员工关系的速度前进，但别担心，我们喜欢在过程中享受很多乐趣。如果这听起来像你，请继续阅读……
点击这里了解更多我们的价值观和福利
请注意，此职位仅接受直接申请。来自中介机构的申请将不被考虑。
机会简介
你将负责……
- 寻找并识别新机会，建立高质量的客户管道，重点面向员工超过6,000人的企业客户。
- 在SDR和市场团队的支持下，自主建立客户管道。
- 负责整个企业销售流程——寻找客户、需求分析、以投资回报为导向的演示、谈判和成交。
- 建立并管理一个足够充足的客户管道，以持续实现业绩目标。
查看英文原文
Overview
HR Acuity is looking for a successful, consultative and charismatic professional to join our Enterprise team. In this role, you’ll identify, prospect, and build relationships with Executives and VPs at some of our largest potential customers, using consultative selling to understand client needs, tailor solutions, and expand our customer base through new business sales. As an Enterprise Account Executive, you’ll own the full sales cycle from first conversation through executive-level negotiation and close. This is an individual-contributor, quota-carrying role for someone who does their best work in consultative, multi-stakeholder deals with HR, Legal, ER and C-Suite buyers at large, complex organizations.
As part of the HR Acuity team we encourage you to #BeBold to try new things and give you the tools to #WorkSmarter so that we can be #BetterTogether. If being part of the growth story in a start up environment excites you we'd love to chat!
About Us: HR Acuity® is the leader in employee relations and investigation solutions. At our core, we help organizations standardize how employee-related events are investigated, documented, and reported. Our disciplined and predictive approach to managing workplace issues helps our clients/partners build trusted, inclusive cultures where employees feel safe.
Why work here? Working at HR Acuity® means being part of an inclusive, diverse culture. You’ll work alongside people who are passionate about thinking creatively, acting quickly and letting the best ideas drive innovation for our Fortune 500 clientele.
Fair Culture Warning:
This is an “All-in Zone” Everyone from our woman-owned CEO and founder to each individual team member embraces our #All-in mindset. We stop at nothing to hit our goals and move at the speed of ER, but don’t worry, we like to have a lot of fun doing it. If this sounds like you keep reading…
Click here to learn more about our values and benefits
Please note that for this position, we are only accepting direct applications. Submissions from agencies will not be considered.
The Opportunity
What You'll Do....
- Prospect and identify new opportunities, building a quality pipeline with a focus on Enterprise clients with more than 6,000 employees.
- Generate your own pipeline with support from the SDR and Marketing teams.
- Own the full enterprise sales cycle – prospecting, discovery, ROI-driven demos, negotiation and close.
- Build and manage a pipeline sufficient to consistently exceed quota
- Run structured multi-stakeholder deals using MEDDPICC as your qualification method to keep complex, enterprise deals on track.
- Engage in consultative selling to understand client needs and position HR Acuity's product suite accordingly.
- Use tools including Salesforce, LinkedIn Sales Navigator, Gong, Gong Engage, and CommonRoom to manage and grow your pipeline.
- Collaborate cross-functionally, building strong working relationships with marketing, SDRs, Solutions Consultants, product, and customer success.
- Build, manage, and nurture a sales pipeline, and deliver timely, accurate forecasts.
- Confidently present and demonstrate the value of HR Acuity’s products and services to prospective buyers.
What We Offer
- A role with real ownership: you’ll drive strategy for your own enterprise accounts, not just execute a script.
- The tools and structure to build a strong pipeline with support from dedicated SDR and marketing teams.
- A seat at a category-leading company in employee relations and workplace investigations, selling into Fortune 500 clients.
- A collaborative, All-in culture that values curiosity, bold ideas, and working smarter, not just harder.
- Room to grow as the company scales, with visibility across sales, marketing, product, and customer success.
Qualifications
What Success Looks Like
- First 90 days: ramped on HR Acuity’s product, tech stack (Salesforce, LinkedIn Sales Navigator, Gong, Gong Engage, CommonRoom, Consensus Outreach/SalesLoft, 6sense), and target account criteria; creating account plans and actively building pipeline.
- By 6 months: consistently generating qualified pipeline within the 6,000+ employee segment, with accurate, timely forecasting and deals progressing through later stages in the sales cycle.
- Ongoing: consistent quota attainment, strong win rates driven by consultative selling, and trusted relationships with Executive and VP stakeholders.
- Ongoing: seamless collaboration with marketing, product, and customer success, including clean handoffs after close.
Experience
- Minimum of 4 years in a sales role, SaaS experience required.
- Minimum of 2 years in an Enterprise sales role.
- Experience using a CRM required; Gong Engage a plus.
- Demo experience required.
- Formal sales training/bootcamp a plus.
Skills
- Exceptional ability to quickly build a prospect pipeline and create/expand existing networks.
- Exceptional communication, time management, critical thinking, problem-solving, active listening and interpersonal skills.
- Be naturally curious and exhibit a growth mindset.
- Be adaptable to learn and try new things as the company grows.
- Experience selling to HR, compliance, legal is a plus.
We are headquartered in Florham Park, NJ. This role is remote W/F/H. Ability to come to the office for company/department collaboration to meet business needs.
Perks and Benefits
Compensation: The base salary pay range for this position is expected to be between $120,000 - $130,000; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total on-target earnings (OTE) for this role will be $240,000 - $260,000. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
Benefits:
- Stay healthy and happy with our comprehensive medical, dental and vision plans. · You can also choose from FSA or HSA options to suit your needs.
- Save for your future with our 401K plan that matches your contributions.
- Enjoy paid leave for various life events, such as sickness, disability, or parenthood.
- Own a piece of the company with our #Allin Shares Program.
Perks:
- Take a break from work with our unlimited PTO policy to refresh and recharge.
- Company paid holidays, birthday day off, closed 4th of July week and December holiday week, half day summer Fridays* and half day first Fridays*, and 8 hours of volunteer time.
- Own a piece of the company with our #Allin Shares Program.
- Earn extra cash by referring qualified candidates to join our team.
- Access professional and personal support through our employee assistance program.
- Work from anywhere with our remote work environment that fosters collaboration and creativity. *
- Join a fun and energetic team that values your suggestions and new ideas.
- Receive a competitive salary and meaningful opportunities for growth.
Learning and Development
- Onboarding: Learn the basics of your role, the company culture, and the expectations from your manager and team. Get familiar with the tools, systems, and processes that you will use in your daily work. Receive feedback and guidance from your mentor and peers.
- Manager training: Develop the skills and competencies to lead, motivate, and empower your team. Learn how to communicate effectively, delegate tasks, set goals, provide feedback, and resolve conflicts. Enhance your emotional intelligence, coaching, and mentoring abilities.
- Leadership training: Grow your leadership potential and influence within the organization. Learn how to inspire and align others with the company vision, mission, and values. Strengthen your strategic thinking, decision making, and problem-solving skills. Expand your network and collaboration with other leaders across functions and levels.
- Industry training: Stay updated on the latest trends, best practices, and innovations in the Employee Relations industry. Gain insights from experts and thought leaders in the field. Apply your learning to improve your performance, quality, and efficiency.
* Based upon business needs
Originally posted on Himalayas