As a Strategic Account Executive, you are responsible for engaging with our largest prospective customers and introducing them to 15Five. In this position you also play a large role in refining our Enterprise GTM strategy, helping lead the organization towards a team selling approach. On a regular basis you will be responsible for consulting with VPs and C-Level Executives and helping them solve their business challenges.

RESPONSIBILITIES

Closing Enterprise-level Deals

Become an expert in the 15Five platform and services offering

Develop a strong understanding of key differentiators and the competitive landscape

Build relationships and sell consultatively to VP and C-Level within Fortune 1000 accounts

Take 15Five to Enterprise organizations greater than 1,000 employees

Bring in $1M+ of Revenue in the year

Act as a leader in our team selling environment. Enterprise Sales is a team sport and each team needs a leader. You’ll be expected to liaise well with members across departments at 15Five.

Consistently manage pipeline data and info, sales activity and ability to accurately forecast

Events and Partnerships Support

Engage with marketing and events team members to achieve goals outlined above.

Enterprise Sales Strategy

Strategically drive complex transactions involving multiple executive level budget holders and decision makers to closure

Engage in diligent prospecting by working with your BDR to develop a territory plan that ensures everyone in your region knows your name and how you can help them

Help the organization understand how to better move upstream

REQUIRED EXPERIENCE /COMPETENCIES / ATTRIBUTES

Intelligence and technical aptitude to position the benefits of our products

Strong background, or a willingness to quickly learn, the ins and outs of people and performance management

Strategic mindset to drive and execute complex enterprise sales processes

Proven success selling complex B2B SaaS solutions to C-level executives

Ability to navigate conversations around value, over features and functions

5+ years experience in SaaS sales (preferably Enterprise Solutions)

Previous experience carrying and exceeded quotas of $1M+ (consistent earnings over-achievement in past roles)

Consultative sales style with the ability to thrive in a rapidly changing environment

Consistent track record of success, closing complex and technical sales in highly competitive markets

Extraordinary commitment to accurately tracking all customer engagement and activity through the use of Salesforce

Strong project management and negotiation skills

Extreme comfort as a self-starter. Able to work independently, with minimal direct supervision while still driving results

DESIRED IMPACT

By 1 Month

Complete the New Employee Onboarding Experience

Successfully complete Product & Pitch Certification

Gain a full understanding of our sales process

Ready to take a prospect facing call in month two

Start to develop competency in competitive landscape, HR industry, and business use cases

Setting up to hit a ramping quota by month 3

By 3 Months

You’ve hit your stride with the sales process and can explain the purchasing process to a prospect

Active participation in our weekly deal syncs

Ability to lead a sales training on areas of the sales process (Discovery, Demo, Negotiation, etc)

Ability to run an ABM campaign for a set of target accounts

You’re tracking toward hitting a fully ramped quarterly quota

By 6 Months

You are an integral part of the Enterprise Sales team and you lead by example

Successfully articulate software and services value with target accounts

Comfortable and confident engaging with VPs and C-Level Executives to help them solve key business problems

Successfully connected with roughly 30% ABM campaign for a set of target accounts with the help of your BDR

Actively leveraging SLT, management, and other department leaders in customer conversations.

Leveraged Deal Review Boards and several active conversations also leverage executives

You’re tracking to hit your annual quota and commensurate pipeline coverage (4x)

Additional Information

ABOUT 15FIVE

15Five is the holistic performance management company. 15Five equips HR teams with a complete platform solution to improve manager effectiveness, drive high performance and engagement, and increase retention. 15Five’s easy-to-use software, coaching, manager training, and community enables HR leaders to continuously measure engagement and performance, and empower managers to drive change.

At 15Five, we focus on building a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. We are proud of our thriving hybrid culture that supports a remote-first workplace balanced with distributed office hubs, and annual opportunities for all employees to connect in person. We also offer:

- Full Medical, Dental, and Vision Insurance

- Flexible Time Off (minimum 3 weeks off every year)

- Employer paid Short-Term, Long-Term Disability, and Term Life

- 401K with 4% match at 6 months of employment

- Inclusive Benefits Stipend (to help cover some of the gap on medical needs not covered by traditional benefits)

- Up to 16 weeks Paid Parental Leave for birth and non-birth parents

- 15 paid holidays in 2024

- TalkSpace (mental health therapy)

- Wellness Coach App (offers meditation and movement classes, courses, workshops, and panels in a live and interactive setting)

- Thrive Time (2 hours of time on Friday dedicated to your personal self-care/self-growth/recharge activities)

- Monthly reimbursement for internet

- Sabbatical Program accessed at 7 Years

- We also provide extensive training and development such as strengths discovery and alignment and Manager specific development opportunities

For more information see:

Our Mission, Vision, & Values - https://www.15five.com/about

Our People and Culture - https://www.15five.com/about/careers

Diversity, Equity, Inclusion, & Belonging - https://www.15five.com/deib

Our Personal & Professional Development Resources - https://www.15five.com/resources/content-library

Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!

15Five follows equitable hiring practices. Our compensation programs are designed to attract, motivate, and retain talented employees who are highly engaged, high performing, and have an exceptional impact on the business and our customers.

The base salary range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the role across all US locations. We benchmark all roles for compensation in ranges relative to the top half of the market of similar tech companies using up-to-date market data. Within the range, individual pay is determined by budget allocated for the role and additional factors, including job-related competencies and skills, experience, and relevant education or training. Please note that the compensation details listed in US job postings reflect the base salary only, and do not include bonus, equity, or benefits. The US new hire base salary range for this full-time role is $80,000-$100,000/year + uncapped commissions + equity + benefits.

Note that base salary ranges are reviewed each year based on up-to-date market data, and team members who are performing are eligible for a merit increase, budget permitting.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

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