5-7 years of experience in complex, consultative B2B SaaS sales with a proven record of quota achievement.
Ability to manage and close complex sales cycles with senior stakeholders.
Experience managing a diverse portfolio of accounts across various deal sizes.
Strong consultative selling skills with the ability to articulate value-based solutions.
Excellent communication, presentation, and negotiation skills.
Experience using CRM systems like Salesforce for pipeline management.
Strong business acumen related to HR, compliance, or workforce management.
Responsibilities
Own the TPA/PEO sales motion end-to-end within an assigned region.
Manage the transition of existing TPA/PEO deals and accounts from other Account Executives.
Conduct the full sales cycle for TPA/PEO prospects, from prospecting to contract execution.
Identify and prioritize target TPA/PEO accounts, understanding their operations and value delivery.
Tailor discovery and solution presentations to the unique needs of TPAs and PEOs.
Serve as the internal voice of the TPA/PEO market, providing insights to leadership.
Collaborate with cross-functional teams to align messaging and onboarding processes.
Benefits
Opportunity to become a regional specialist in the TPA/PEO market.
High visibility role reporting directly to the VP of Mid-Market Sales.
Engagement in a highly compliant environment with a focus on security and controls.
Access to a supportive cross-functional team for collaboration and alignment.
Full Job Description
We are seeking a Account Executive, TPA/PEO to own AbsenceSoft's sales motion into Third Party Administrators (TPAs) and Professional Employer Organizations (PEOs) within an assigned region, across every deal size in that region. This role consolidates TPA/PEO accounts and opportunities within the region, inheriting live deals in progress alongside new targets. The ideal candidate is a consultative seller who can flex across a wide range of deal complexity and stakeholder seniority, and who brings sound judgment to a segment with its own pricing structures, product nuances, and buying dynamics. This is a high-visibility opportunity to become AbsenceSoft's regional specialist for the TPA/PEO market, reporting directly to the VP, Mid-Market Sales.
What You'll Do
Own AbsenceSoft's TPA/PEO sales motion end-to-end within an assigned region, serving as the dedicated point of ownership for accounts and opportunities across all deal sizes in that region.
Manage a smooth transition of existing TPA/PEO deals and accounts within your region from the Enterprise and Mid-Market Account Executives, maintaining continuity for customers and prospects already in progress.
Own the full sales cycle for TPA/PEO prospects, from targeting and outbound prospecting through discovery, solution presentations, negotiation, and contract execution.
Identify and prioritize target TPA/PEO accounts, developing a deep understanding of how these organizations operate, buy, and deliver value to their employer clients.
Conduct discovery and solution presentations tailored to the unique needs, workflows, and compliance considerations of TPAs and PEOs.
Serve as the internal voice of the TPA/PEO market, feeding insights on positioning, objections, and competitive dynamics back to Sales, Marketing, and Product leadership.
Partner with Sales Engineering, Marketing, Legal, and Customer Success to keep messaging, materials, and onboarding processes aligned to the TPA/PEO segment.
Negotiate pricing and contract terms using AbsenceSoft's established TPA/PEO pricing frameworks, including flat-rate and per-employee structures tailored to deal size and structure.
Accurately forecast pipeline and sales results to the VP, Channel Sales, and provide regular visibility into channel traction and learnings.
Build and nurture long-term, trusted relationships with senior decision-makers at TPA and PEO organizations.
Stay current on TPA/PEO industry trends, regulatory considerations, competitor offerings, and the broader HR technology landscape.
Participate in a highly compliant environment while assisting to maintain company controls and security within your job role.
Assist in maintaining applicable organizational security and compliance controls within your department, and role.
Other duties as assigned.
What'll Set You Up for Success
Required Skills:
5-7 years of experience in complex, consultative B2B SaaS sales with a consistent record of quota achievement.
Proven ability to manage and close complex sales cycles with senior and executive-level stakeholders.
Demonstrated success managing a diverse portfolio of accounts across multiple deal sizes and levels of complexity.
Strong consultative selling skills and the ability to articulate value-based solutions to sophisticated buyers.
Excellent communication, presentation, and negotiation skills.
Experience using CRM systems (e.g., Salesforce) to manage pipeline and forecast accurately.
Strong business acumen with the ability to understand HR, compliance, or workforce management challenges.
Preferred Skills:
Experience selling to or working within TPA, PEO, or broader HR/benefits administration organizations.
Established network of TPA and/or PEO industry contacts and decision-makers.
Experience in HR technology, leave management, or compliance-driven SaaS solutions.
Familiarity with PEO/HRIS payroll platforms (e.g., PrismHR) and the operational nuances of worksite employer structures.
Bachelor's degree in Business, Sales, Marketing, or related field.
Key Skills & Behaviors:
Comfortable flexing approach and communication style across deal sizes, from mid-market to enterprise-level stakeholders.
Results-driven and competitive, with a strong focus on exceeding targets.
Consultative and customer-centric in approach.
Resilient, adaptable, and comfortable in a fast-paced, growth-focused environment.
Strong collaborator, able to work cross-functionally to keep the TPA/PEO motion running smoothly across teams.
Self-motivated with a high level of accountability and ownership.
Final compensation is determined based on a candidate's relevant experience, skills, education, and geographic location. This position is also eligible for annual bonus.
