The Position:The
Enterprise Sales Executive is responsible for driving new business growth through the sale of Thomas & Company's unemployment cost control, employment verification, and tax credit services. This role leads the full sales cycle for enterprise-level prospects, including prospecting, discovery, business case development, pricing collaboration, contract support, and deal closure. The position requires a consultative sales approach, strong executive-level communication skills, and consistent pipeline progression to achieve annual sales goals.
Essential Duties and Responsibilities - Focus sales efforts on enterprise-level employers based on the company's defined employee-size criteria
- Meet or exceed annual sales quota as determined by the company
- Identify, qualify, and prioritize prospective new clients within assigned markets and preferred industries
- Lead outreach, discovery, introductory meetings, conference calls, assessments, and follow-up discussions with prospective clients
- Build and manage a strong pipeline of new business opportunities while maintaining accurate prospect, account, opportunity, and sales activity information in Salesforce, including consistent follow-up and pipeline hygiene
- Develop tailored business cases and account-based sales strategies that align Thomas & Company's value propositions with prospect needs
- Cultivate long-term relationships with senior contacts and key decision-makers to increase awareness of Thomas & Company's services, differentiators, and benefits
- Prepare and deliver high-quality presentations, proposals, status updates, and other sales materials for prospects and sales leadership
- Collaborate with Sales leadership, the VP of Sales, CRO, and other internal stakeholders on scoping, pricing, deal terms, and contracting support
- Work with prospects to address questions, resolve obstacles, and secure executed contracts
- Participate in trade shows, sales initiatives, marketing efforts, client references, and endorsement development as requested
- Partner with implementation, operations, and client service teams to support smooth handoff after deal closure
- Represent Thomas & Company professionally in external meetings, industry events, and executive-level prospect conversations
- Forecast expected revenue, deal timing, and pipeline movement for sales leadership
- Assist with special projects and perform other duties as assigned
Required Qualifications - Bachelor's degree in Business, Marketing, Communications, or a related field preferred
- 5-8 years of direct B2B sales experience, preferably selling to enterprise or large corporate clients
- Demonstrated success meeting or exceeding assigned sales quotas
- Proven experience managing complex sales cycles with multiple stakeholders and decision-makers
- Experience developing business cases, delivering executive-level presentations, and supporting pricing or contract negotiations
- Strong consultative selling skills with the ability to identify customer needs and position solutions effectively
- Experience utilizing CRM systems, preferably Salesforce, for pipeline management, sales forecasting, and opportunity tracking
- Demonstrated ability to communicate with C-level and VP-level executives in Human Resources, Payroll, Tax, Finance, or related departments
- Demonstrated success generating new business opportunities through strategic prospecting, networking, and relationship development
- Strong networking, negotiation, organization, and follow-up skills
- Equivalent combination of education and relevant experience may be considered
- 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
- Ability to maintain professional and collaborative working relationships with clients, prospects, colleagues, and leadership
- Ability to demonstrate reliability, accountability, and responsiveness in fulfilling assigned responsibilities
- Self-starter with high energy, professional persistence, and diligence in following the sales process
- Must be able to perform the essential functions of the position with or without reasonable accommodation
