The Position:The
Assistant Vice President, Sales is responsible for driving strategic sales initiatives, expanding the company's presence within high-value target accounts, and securing new business opportunities. Reporting to the Chief Revenue Officer, this role identifies and develops qualified prospects, builds relationships with senior decision-makers, and delivers tailored solutions that align with client needs and company growth objectives
This individual contributor role collaborates closely with sales leadership, supports long-term account planning, contributes to enterprise sales strategy, and serves as a trusted resource to junior sales team members by sharing best practices and sales expertise.
Essential Duties and Responsibilities - Meet or exceed annual sales quota and other assigned sales performance objectives
- Identify, qualify, and prioritize prospective clients based on business need, revenue potential, buying readiness, contract timing, and strategic fit
- Develop and execute targeted engagement strategies for high-value prospects in preferred industries and markets
- Own assigned high-value target accounts with $400,000 to $3 million in annual contract value, serving as the primary business development lead throughout the sales process
- Build and maintain strong relationships with senior executives, decision-makers, and key stakeholders within assigned prospects and accounts
- Lead introductory calls, discovery meetings, prospect assessments, presentations, follow-up discussions, and clarification meetings
- Develop tailored account plans, business cases, presentations, and engagement strategies that support qualified opportunities and advance the sales process
- Partner with sales leadership to finalize deal scope, pricing, and key contract terms while protecting profitability goals
- Facilitate pricing and contract negotiations by removing obstacles, reinforcing value, and supporting a seamless customer experience
- Maintain complete and accurate prospect, account, pipeline, and opportunity information in Salesforce
- Collaborate with internal teams, including sales leadership, product, operations, marketing, and creative resources, to align sales strategies with prospect needs and company goals
- Support the development of sales and marketing materials, references, endorsements, and account-based marketing strategies
- Participate in trade shows, prospect meetings, networking opportunities, and other business development activities as requested
- Mentor junior sales team members by sharing best practices, sales strategies, and subject matter expertise
- Assist with special projects and perform other duties as assigned
Required Qualifications - Bachelor's degree in business, marketing, or a related field required; MBA or relevant advanced degree preferred
- At least 10 years of progressive direct corporate sales experience, including complex enterprise sales, measurable sales achievement, and demonstrated success securing Fortune 500 or large-market clients
- Equivalent combination of education and relevant experience may be considered
- Experience selling complex service solutions to Human Resources, Payroll, Tax, Finance, or other business functions preferred
- Demonstrated success managing long-cycle sales processes with multiple stakeholders and executive-level decision-makers
- Proven ability to meet or exceed assigned sales quota targets
- Proven track record of success in enterprise sales, including consistent achievement of revenue growth and new-business objectives
- Experience using Salesforce or a comparable CRM to manage pipeline, prospect activity, and opportunity documentation
- Demonstrated ability to influence sales performance, mentor colleagues, and contribute to key performance indicators without direct people-management authority
- Willingness and ability to travel as needed to pursue opportunities and meet sales goals
Special Considerations and Prerequisites - Ability to exercise discretion and maintain the confidentiality of sensitive company, client, employee, and business information
- Maintain professional and collaborative working relationships with clients, customers, colleagues, and leadership
- Strong organizational skills, attention to detail, and the ability to manage multiple priorities
- Ability to demonstrate reliability, accountability, and responsiveness in fulfilling assigned responsibilities
- Experience engaging with C-level and VP-level executives, particularly within Human Resources, Payroll, Tax, and Finance, and the ability to present strategic solutions to complex business challenges
- Consultative selling expertise, with the ability to understand complex business needs and design tailored, high-value solutions
- Strong negotiation, communication, and relationship-building skills, with an ability to influence key decision-makers and collaborate effectively across internal teams
- Experience working with cross-functional teams to align sales strategies with company goals and improve customer engagement
- High energy, self-motivated, and results-driven, with a passion for sales and a commitment to achieving organizational success
- Ability to work effectively in a remote environment while maintaining high levels of communication, responsiveness, and accountability
- Must be able to perform the essential functions of the position with or without reasonable accommodation
