Senior Account Executive, Mid Market

Description

At Deputy, we empower businesses to build thriving workplaces - ones where staff are engaged, customers are served well, businesses are legally compliant, and companies’ profits thrive. Our reach extends across 100+ countries worldwide, serving more than 330,000 workplaces.

Deputy is a global SaaS workforce management company headquartered in Sydney, San Francisco, and London, backed by top investors and recently surpassed $100m in annual recurring revenue. We've helped millions of workers across industries and aim to empower 80% of the global workforce. If you're passionate about improving the world of work, one shift a time, join us at Deputy and help shape the future of hourly employment!

Here at Deputy, we know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills.

Ready for our next phase of growth, we are looking for a smart, highly motivated, experienced self-starter with proven sales skills and a demonstrable history of over-achievement to come and join our amazing sales team!

As a mid-market Account Executive, you will identify and qualify new opportunities to sell our core business applications and related services in the mid-market space. You will also manage and drive sales opportunities through strategic selling, negotiation, and closing while continuing to grow the Deputy client base.

Responsibilities

Build a self-sourced sales pipeline of qualified opportunities within the mid-market space.

Become a subject matter expert for clients, helping them with key market trends and challenges.

Lead a guided, consultative sales process from qualification to conversation with your prospects using a revenue framework to quantify your customer’s pain, partner with your champion and buying committee, drive consensus around an approach and solution, mitigate the cost of inaction, and bring in additional team members where necessary.

Deliver sales presentations and product demos to Ops, Finance, HR, Payroll, and IT that position Deputy as the unique and differentiated solution provider.

Negotiate mutually agreeable deal terms to close new business and set new customers up for long-term success.

Communicate your pipeline forecast using MEDDPICC, or an equivalent revenue framework.

Maintain updated sales records and prospect status using Salesforce, Gong, and other sales tools.

Closely collaborate with internal teams (Marketing, Business Development, Account Management, Solutions Architect, Support, Product, and Finance) to define strategies that drive maximum value for prospects, customers, and Deputy.

Represent Deputy and your brand with integrity and professionalism.

Qualifications and Requirements

Tertiary education in Business, Marketing, or similar discipline.

4+ years experience in a closing role in B2B SaaS and/or Workforce Management Technology space.

Experience selling software solutions into complex environments with large buying committees.

Proven track record of B2B SaaS sales (meeting and exceeding targets).

Proficiency using revenue frameworks: MEDDPICC, SPICED, Force Management, Sandler, and/or Challenger.

Proven ability to build a qualified sales pipeline.

Excellent communication, written, and presentation skills.

Build outbound pipeline based on product market fit and target named accounts.

It is advantageous if you have previous experience working with Account-based Sales motions and marketing programs.

Previously involved in territory planning and execution.

Advantageous if previously worked with a BDR and mentored them to achieve sales goals.

Experience selling into Franchise brands is a plus.

Experience co-selling with integrated software partners is a plus.

For candidates based in the San Francisco Bay Area or New York City, the base pay range for this position is $51 hourly - $59 hourly, which is estimated to be an annualized equivalent of $107,000 - $123,000. Commission potential for the role is $45,860 - $82,000 with potential for more if individual quotas are exceeded. Total range for on target earnings are $178,000 - $205,000. All commissions earned are subject to the terms and conditions of your individual Commission Plan.

For candidates based outside of San Francisco Bay Area or New York City, the base pay range for this position is $44 hourly - $51 hourly, which is estimated to be an annualized equivalent of $91,350 - $105,000. Commission potential for the role is $60,900 - $70,000 with potential for more if individual quotas are exceeded. Total range for on target earnings are $152,250 - $175,000. All commissions earned are subject to the terms and conditions of your individual Commission Plan.

Employee Perks

- Ownership in the company via Share Options

- Company match 401k plan

- Comprehensive health benefits

- Commuter reimbursement program

- Flexible remote-first work policy

- Company wide development and coaching

Deputy believes in equal opportunity and that inclusiveness and diversity promotes innovation. Our global team members are from a variety of cultures. And we welcome different perspective and skills.

#LI-Remote