Account Executive – Enterprise Payroll Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of generating new payroll sales within strategic restaurant accounts, including both national and regional franchise brands.

• Identify and cultivate a pipeline of qualified payroll leads through proactive outreach, inbound referrals, and cross-selling opportunities within the current R365 customer base.

• Lead discovery discussions with leaders in HR, Payroll, Finance, and Operations.

• Implement a consultative, value-driven sales approach from initial contact to closing, which encompasses demonstrations, proposals, and negotiations.

• Collaborate with Sales Engineers to provide tailored platform demonstrations focusing on payroll and workforce processes.

• Create and present business cases that illustrate the ROI of transitioning to R365 Payroll.

• Work alongside the Strategic Accounts team to pinpoint opportunities for payroll expansion.

• Keep accurate records of pipeline data, activity logs, and revenue forecasts using Salesforce and Gong.

• Remain knowledgeable about payroll compliance regulations, including federal, state, and local wage laws, tip credit regulations, and overtime requirements.

• Represent R365 as a payroll expert at industry events, prospect meetings, and customer interactions.

• Ensure a seamless transition to Implementation and Customer Success teams after the sale.

• Exhibit adaptability and accountability in a rapidly growing sales environment.

• Achieve R365 payroll product certification, create a territory plan, and build an initial qualified pipeline.

• Establish a robust pipeline, conduct discovery calls and demos, and advance or close payroll deals.

• Meet or surpass payroll ARR quotas and develop a repeatable R365 Payroll playbook for the restaurant sector.

⛳️ Requirements

• A minimum of 5 years of full-cycle B2B sales experience with a proven track record of achieving quotas; experience in SaaS or HCM/payroll software sales is highly preferred.

• Direct experience in selling payroll, workforce management, or HCM solutions, such as ADP Workforce Now, Paylocity, Paycom, Paychex, UKG, Gusto, or similar platforms.

• Solid understanding of payroll fundamentals, including tax filing, garnishments, direct deposit, tip credit, PTO accruals, and multi-state compliance.

• Experience selling to restaurant, hospitality, or multi-unit retail organizations is a notable advantage.

• Proficient in Salesforce or a similar CRM; disciplined in maintaining pipeline integrity and forecasting precision.

• Ability to establish trust with HR, Finance, and C-suite stakeholders concurrently.

• Strong discovery capabilities and the ability to link prospect challenges to platform value.

• Excellent written and verbal communication skills; capability to simplify complex payroll and compliance concepts into understandable business terms.

• High energy, self-motivated, results-oriented, and able to thrive in a dynamic, high-growth atmosphere.

• Proven ability to collaborate cross-functionally with Sales Engineers, Customer Success, Marketing, and Product teams.

• Trustworthy, ethical, and professional in all business interactions.

• Must be able to work 100% remotely.

• Willingness to travel up to 20% for customer meetings, conferences, and team offsites.

🏝️ Benefits

• Commission structure.

• Flexibility to work remotely or in a hybrid setup.

• Comprehensive medical benefits.

• 401k plan with matching contributions.

• Equity Option Grant.

• Unlimited PTO along with company holidays.

• Wellness initiatives.