客户经理，新客户获取
Account Executive, New Client Acquisition
Melita，一家Allvia公司，正在寻找一位以结果为导向的客户经理，负责新客户的获取工作。该职位需要通过两个相互关联的渠道来拓展Melita的业务：将市场和渠道合作伙伴产生的潜在客户转化为实际客户，以及通过主动外展工作获取并完成新的业务。理想的候选人应有在PEO（专业雇主组织）或HR托管服务环境中直接、可验证地销售人力资源服务的成功经验，并能熟练完成从首次沟通到签署协议的完整销售流程。
主要职责：
新客户获取（占工作内容的100%，分为两个渠道各占50%）：
市场与渠道潜在客户转化
- 及时响应通过市场活动、网站、推荐合作伙伴、经纪人和渠道关系产生的潜在客户。
- 执行“Melita销售流程”，了解客户的需求，并引导他们找到适合的解决方案以实现其业务目标。
- 与市场团队紧密合作，提供关于潜在客户质量、信息传递效果和转化趋势的反馈。
- 保持快速且专业的跟进节奏，以最大化潜在客户到成交的转化率。
外展挖掘与转化
- 主动识别、研究并优先选择符合Melita理想客户画像的目标客户和购买者角色。
- 执行持续的外展挖掘活动，包括冷电话、邮件联系、LinkedIn/社交媒体销售和社交网络拓展。
- 从首次接触开始建立并管理自主获取的销售线索，经过调研、提案、谈判和成交阶段。
- 与销售管理层合作，开发和优化外展信息和跟进节奏，以提高回应率和转化率。
- 持续达到或超过每月和每季度的外展活动及新客户收入目标。
在两个渠道中均需执行的工作
- 进行初步电话访谈和需求评估，清晰传达Melita的价值主张，并根据客户需求匹配合适的解决方案。
- 向潜在客户（包括人力资源负责人、企业主和高管决策者）提供专业的产品演示和提案。
- 在CRM系统中准确管理并预测销售线索活动，保持记录的及时更新和报告的完整性。
- 与实施、人力资源和客户服务团队协作，确保新客户的顺利交接和入职体验。
- 跟踪PEO/人力资源托管服务领域的最新动态和技术发展。
查看英文原文
Melita, an Allvia company, is seeking a results-driven Account Executive to lead new client acquisition efforts. This role is responsible for growing Melita's book of business through two connected motions: converting warm leads generated by marketing and channel partnerships, and proactively prospecting and closing net-new business through outbound efforts. The ideal candidate brings direct, verifiable success selling HR services in a PEO (Professional Employer Organization) or HR managed services environment, and is comfortable owning a full-cycle sales process from first conversation to signed agreement.
Key Responsibilities:
New Client Acquisition (100% of role, split evenly between two channels):
Marketing & Channel Lead Conversion (~50%)
- Respond promptly to inbound leads generated through marketing campaigns, the website, referral partners, brokers, and channel relationships.
- Execute the “Melita Sales Process” to understand prospect needs, and guide them through to a recommended solution to achieve their business goals.
- Partner closely with Marketing to provide feedback on lead quality, messaging effectiveness, and conversion trends.
- Maintain fast, professional follow-up cadences to maximize lead-to-close conversion rates.
Outbound Prospecting & Conversion (~50%)
- Proactively identify, research, and prioritize target accounts and buyer personas within Melita's ideal customer profile.
- Execute consistent outbound prospecting activity, including cold calling, email outreach, LinkedIn/social selling, and networking.
- Build and manage a self-sourced pipeline from first touch through discovery, proposal, negotiation, and close.
- Develop and refine outbound messaging and cadences in collaboration with sales leadership to improve response and conversion rates.
- Consistently meet or exceed monthly and quarterly outbound activity and new-logo revenue targets.
Across Both Channels
- Conduct discovery calls and needs assessments to clearly articulate Melita's value proposition and match solutions to prospect needs.
- Deliver polished presentations and proposals to prospective clients, including HR leaders, business owners, and executive decision-makers.
- Accurately manage and forecast pipeline activity in the CRM, keeping records current and reporting complete.
- Collaborate with implementation, HR, and client services teams to ensure a smooth handoff and onboarding experience for new clients.
- Stay current on PEO/HR managed services industry trends, competitive positioning, and compliance considerations that affect the sales conversation.
Required Qualifications:
- 3-5 years of direct sales experience selling HR services, either for a PEO (Professional Employer Organization) or an HR/employee-benefits managed services provider.
- A proven, verifiable track record of new client acquisition success (e.g., quota attainment history, references, or documented production that can be validated).
- Demonstrated experience managing a full-cycle sales process, including both inbound lead conversion and self-sourced outbound prospecting.
- Strong consultative selling skills with the ability to speak credibly to HR, payroll, benefits, risk management, and compliance topics.
- Excellent communication, presentation, and negotiation skills.
- Comfortable operating in a metrics-driven environment with defined activity and revenue targets.
- Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard sales engagement/prospecting tools.
- Self-motivated, organized, and able to manage a pipeline that spans two distinct lead sources simultaneously.
What Success Looks Like:
- Consistent achievement of monthly/quarterly new-client acquisition and revenue targets across both channels.
- A well-managed, accurately forecasted pipeline reflecting both inbound and outbound sourced opportunities.
- Strong conversion rates on marketing/channel leads and a healthy, self-generated outbound pipeline.
- Positive, collaborative relationships with Marketing, channel partners, and internal implementation teams.
Melita, an Allvia company, is an HR managed services provider that helps small and mid-sized businesses optimize core HR functions, including payroll, benefits administration, compliance, and risk management. By pairing dedicated HR expertise with scalable technology, Melita allows clients to reduce administrative burden and cost while offering their employees access to enterprise-grade HR support.
Originally posted on Himalayas