Account Executive – New Client Acquisition

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

📋 Description

• Respond to inbound leads generated by marketing campaigns, the website, referral partners, brokers, and channel relationships in a timely manner.

• Implement the “Melita Sales Process” to assess prospect needs and lead them towards suitable solutions.

• Collaborate with Marketing to provide insights on lead quality, messaging effectiveness, and conversion trends.

• Maintain swift and professional follow-up practices to enhance lead-to-close conversion rates.

• Identify, research, and prioritize target accounts and buyer personas that fit Melita's ideal customer profile.

• Conduct outbound prospecting through cold calls, email outreach, LinkedIn/social selling, and networking.

• Build and oversee a self-sourced pipeline from initial contact through discovery, proposal, negotiation, and closing.

• Develop and optimize outbound messaging and follow-up strategies in conjunction with sales leadership.

• Achieve or surpass monthly and quarterly outbound activity and new-logo revenue goals.

• Conduct discovery calls and needs assessments; effectively communicate Melita's value proposition and align solutions with prospect needs.

• Present proposals and deliver presentations to HR leaders, business owners, and executive decision-makers.

• Oversee and project pipeline activity within the CRM, ensuring records are up-to-date and reporting is thorough.

• Work alongside implementation, HR, and client services teams to ensure a seamless handoff and onboarding process.

• Stay informed about trends in PEO/HR managed services, competitive positioning, and compliance considerations.

⛳️ Requirements

• 3-5 years of direct sales experience in selling HR services, preferably within a PEO (Professional Employer Organization) or a managed services provider focused on HR/employee benefits.

• A documented and verifiable history of success in acquiring new clients (e.g., quota attainment records, references, or validated production metrics).

• Proven experience in managing a full-cycle sales process, encompassing both inbound lead conversion and self-sourced outbound prospecting.

• Strong consultative selling abilities with the capacity to credibly discuss HR, payroll, benefits, risk management, and compliance issues.

• Exceptional communication, presentation, and negotiation skills.

• Comfortable working in a metrics-driven environment with established activity and revenue targets.

• Proficient in CRM systems (e.g., Salesforce, HubSpot) and standard sales engagement/prospecting tools.

• Self-driven, organized, and capable of managing a pipeline that encompasses two distinct lead sources simultaneously.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to support work-life balance.

• A collaborative and supportive team environment.