Account Executive

About the role

Workstream is seeking an enthusiastic Account Executive to spearhead sales efforts within the small and medium business sector. In this role, you will manage the entire sales process for franchise clients, from initiating partner meetings and prospecting to conducting product demonstrations, negotiating contracts, and finalizing deals. This position is crucial in a Series B organization that is developing a comprehensive HR, payroll, and hiring platform tailored for hourly workers. Workstream collaborates with prominent brands such as Burger King, Carl's Jr./Hardee's, IHOP, KFC, and Culvers, and is supported by notable investors including Founders Fund, BOND, and Coatue.

Key facts

What you'll do

• Cultivate and maintain strong relationships with potential and existing customers, understanding their specific needs and effectively presenting SaaS solutions.
• Oversee the entire sales pipeline, from generating leads and qualifying prospects to negotiating terms and closing deals.
• Regularly track and report on sales KPIs, utilizing data insights to enhance your sales strategies and approaches.
• Stay informed about industry trends, competitor movements, and the dynamics of the SMB market to refine your sales tactics.
• Collaborate closely with the Marketing, Product, and Customer Success teams to ensure alignment on goals and enhance customer satisfaction.
• Assist in the recruitment, training, and onboarding of new sales team members, contributing to the development of a sales culture.
• Prepare and deliver compelling presentations to potential clients, showcasing the value of Workstream's solutions.
• Engage in networking activities and industry events to expand your professional connections and promote Workstream's offerings.
• Provide feedback to the product team based on customer interactions to help shape future product development.
• Participate in regular sales meetings to share insights, strategies, and successes with the broader sales team.
• Develop a deep understanding of Workstream's products and services to effectively communicate their benefits to clients.
• CRM tools to manage customer interactions and maintain accurate records of sales activities.

Requirements

• A minimum of 2 years of experience in SaaS sales, particularly within the SMB sector, with a proven record of success.
• Demonstrated ability to consistently meet or exceed sales targets and quotas.
• Strong grasp of the challenges and priorities faced by small and medium businesses.
• Excellent communication, negotiation, and presentation skills, with the ability to engage diverse audiences.
• Familiarity with CRM systems such as Salesforce or HubSpot, along with experience in sales analytics.
• Self-motivated and entrepreneurial, capable of thriving in a fast-paced and dynamic environment.
• Willingness to work onsite five days a week in Lehi, UT.

Nice to have

• Experience in the HR tech or payroll industry, providing a deeper understanding of the market.
• Previous involvement in a startup environment, showcasing adaptability and resourcefulness.
• Knowledge of sales methodologies and best practices, such as SPIN Selling or Challenger Sales.
• Familiarity with digital marketing strategies and their impact on sales processes.
• Multilingual skills, which can enhance communication with a broader client base.

Skills & tools

• Proficient in CRM software (Salesforce, HubSpot)
• Expertise in sales analytics and pipeline management
• Experience in conducting SaaS product demonstrations
• Strong skills in contract negotiation

Practical notes

• The salary range for this position is between $100,000 and $150,000 OTE in Utah, structured as a 50/50 base and commission split (excluding discretionary bonuses or equity).
• Equity options are included as part of the overall compensation package.
• Comprehensive medical, dental, and vision insurance with 95% of premiums covered for employees and 75% for dependents.
• A 401K retirement plan is available to support your financial future.
• Pre-tax commuter benefits are offered to ease your daily travel expenses.
• Enjoy a flexible paid time off policy to promote work-life balance.
• The office is equipped with amenities and a fully stocked kitchen for your convenience.
• Workstream is an equal opportunity employer, committed to fostering a diverse and inclusive workplace.