Account Executive - Commercial

About the role

You will collaborate with your Sales Development Representative to design and execute a territory plan that generates quality opportunities within your assigned geographic market. You will leverage deep consultative selling skills to qualify inbound leads and uncover the specific compensation challenges prospects face. You will research target organizations and buyer personas to tailor outreach across email, phone, and LinkedIn with precision. You will overcome objections by articulating how Payscale solutions empower senior managers and executives to make smarter pay decisions. You will remain current on compensation industry trends and analyze competitor offerings to position Payscale effectively. You will maintain accurate records and enrich market intelligence in sales platforms like Salesforce, Outreach, Gong, 6sense, and LinkedIn Sales Navigator. You will achieve monthly pipeline goals set by sales management through disciplined activity and consistent follow-up.

Key facts

What you'll do

• Collaborate with your Sales Development Representative on territory planning to identify and prioritize high-value accounts within your assigned region.
• Qualify all inbound leads by acting as a trusted consultant, asking insightful questions to fully understand prospect needs and desired outcomes.
• Prospect into target accounts using innovative research techniques to map organizational structures, decision-makers, and stakeholder personas.
• Communicate value propositions to key decision makers, translating complex compensation concepts into clear business benefits for senior leaders.
• Monitor industry compensation trends and analyze competitor product messaging to refine your positioning and counterarguments.
• Maintain up-to-date records in sales tools such as Salesforce, Outreach, Gong, 6sense, and LinkedIn Sales Navigator to support pipeline forecasting.
• Achieve assigned monthly pipeline and quota targets through consistent activity, disciplined follow-up, and data-driven adjustments.
• Engage in continuous learning through mock calls, formal training sessions, and regular coaching to refine techniques and close skills gaps.
• Remain in contact with every prospect at each stage of the sales cycle, ensuring timely responses and next-step momentum.
• Manage high-velocity sales cycles from initial outreach to closed deal, demonstrating a track record of reliable revenue attainment.
• Partner with Marketing to align messaging, provide feedback from the field, and refine campaigns based on real-world performance.
• Support product feedback initiatives by sharing insights about prospect pain points and competitive reactions with internal teams.
• Represent Payscale professionally in all virtual and in-person interactions, reinforcing the brand promise of pay clarity and confidence.
• Utilize discovery frameworks to uncover hidden needs, quantify the cost of inaction, and link solutions to strategic business objectives.

Requirements

• Possess 2+ years of SaaS sales experience, with at least 1 year actively working in an Account Executive role.
• Hold a Bachelor's degree, or demonstrate equivalent experience in sales and/or customer-facing roles within a fast-paced environment.
• Practice deep listening and curiosity, asking expansive questions while interpreting both verbal and non-verbal cues.
• Exhibit resilience and self-motivation, using quick failures as learning moments to iterate and improve performance rapidly.
• Maintain meticulous attention to detail, building repeatable processes that ensure accuracy and consistency in every interaction.
• Leverage technology comfortably, quickly adopting new tools, platforms, and workflows to enhance productivity.
• Communicate exceptionally in both verbal and written formats, remaining clear, concise, professional, and persuasive across channels.
• Act as a collaborative team member, sharing successful playbooks and strategies openly to lift the entire team toward shared goals.
• Apply a consultative sales methodology, using structured discovery, stakeholder mapping, and value-based selling to guide complex deals.
• Demonstrate comfort with quota-bearing responsibilities and the discipline required to forecast and report accurately.
• Show adaptability in navigating ambiguous market conditions and shifting stakeholder expectations with professionalism.
• Commit to upholding Payscale standards for data accuracy, compliance, and ethical selling practices in every engagement.
• Align with the onboarding schedule and ramp plan, ensuring readiness to manage pipeline by the end of the first quarter.

Nice to have

• Familiarity with consultative selling methodologies, preferably including MEDDICC or Challenger Sale principles.
• Experience selling into mid-market organizational structures and understanding typical buying committees.
• Knowledge of compensation, pay equity, and workforce analytics concepts to accelerate buyer understanding.
• Track record of exceeding quota and managing a multi-opportunity pipeline in a B2B SaaS environment.
• Experience leveraging data and dashboards in tools such as Salesforce, Gong, and LinkedIn Sales Navigator.

Practical notes

• This is a full-time position based in the Manila Office.
• Standard working hours apply in alignment with company policy.
• Travel requirements are not specified in this job description.
• Visa sponsorship information is not provided in this job description.
• Deadlines for application submission are not specified in this job description.