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.
$150,000 - $225,000 a year
Salary range is the target compensation with incentive pay. Base pay will range from $90,000 - $115,000.
