Account Executive, Payroll Sales

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

📋 Description

• Take charge of the sales cycle for Commercial payroll opportunities, managing everything from prospecting to closing and handoff while meeting a full quota.

• Develop and oversee a qualified pipeline through outbound prospecting, incoming leads, referrals, partner introductions, and cross-selling opportunities.

• Conduct discovery sessions with restaurant owners, operators, and finance or payroll representatives.

• Provide customized demonstrations of R365 Payroll and Workforce Management.

• Utilize ROI tools to showcase measurable value.

• Address objections, negotiate within established guidelines, and finalize new business on standard terms.

• Identify cross-selling opportunities within the existing R365 customer base.

• Maintain precise Salesforce and Gong records, including next steps, close dates, and forecasts.

• Ensure documented handoffs to Implementation and Customer Success, keeping new customers on track for a successful go-live.

• Collaborate with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations.

• Stay updated on payroll fundamentals and the payroll, workforce, and compliance challenges faced by the restaurant industry.

• Responsibly utilize approved AI tools to enhance research, preparation, and productivity.

• Identify opportunities to automate and enhance workflows using approved AI and other tools.

• Actively seek feedback and incorporate it to improve results.

• Complete product training, build a pipeline, conduct independent discovery and demos, and progress to owning opportunities from discovery through to close.

⛳️ Requirements

• A minimum of 5 years of relevant experience, with a proven track record of exceeding sales quotas; experience in software sales is preferred.

• Experience managing a full sales cycle with primary decision-makers, including prospecting, discovery, demonstrations, and closing.

• Preferred experience in selling payroll, workforce management, HCM, HR, accounting, or business management software.

• Working knowledge of payroll fundamentals, such as tax filing, direct deposit, tip credit, overtime, PTO, and compliance considerations.

• Proven ability to build a pipeline through outbound and inbound efforts and to convert qualified opportunities into closed revenue.

• Strong skills in discovery, presentation, objection handling, negotiation, and closing.

• Proficient in Salesforce or a comparable CRM, with a strong commitment to pipeline hygiene and forecast accuracy.

• Effective written and verbal communication skills, with the ability to clearly explain payroll and business concepts.

• High energy, self-motivated, and comfortable in a performance-driven environment.

• Fluency in AI, including the capability to use approved AI tools responsibly while ensuring output accuracy and protecting confidential information.

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

• Ability to work remotely.

• Completion of R365 payroll product training and certification within 30 days.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance plans.

• Generous paid time off and holiday policies.

• Opportunities for professional development and continuous learning.

• Supportive and collaborative work environment.