ABOUT PAYSCALE Payscale is the pioneer of compensation intelligence, helping organizations make smarter pay decisions that drive business performance. For more than 20 years, Payscale has combined trusted market data with AI-powered technology to deliver actionable insights that turn pay from a cost into a catalyst for growth. The Payscale Intelligence Cloud portfolio of solutions — Ascent, JobNav, and Paycycle — empower top companies and businesses like Cintas, Leidos, Chipotle, Ohio State University, and TJX Companies. Create confidence in your compensation. Payscale. To learn more, visit www.payscale.com. What You Do The Manager, Mid Market Account Management, will lead a team of Mid Market Account Managers responsible for the retention and expansion of our Mid Market clients. The Manager of Mid Market Account Management will have experience managing or selling Mid Market and Enterprise HCM SaaS software. Success will be measured based on expansion ARR quota attainment. Payscale is proud to call some of the world's most successful organizations customers of our compensation platform. We look for inspirational leaders who can build, manage, and grow business athletes who are ideal team players. You must be able to coach, mentor, and enable Account Managers who will be presenting to C-Level executives, senior leaders, and human resource professionals who are current Payscale customers. In this role, you will: * Lead a team of Mid Market Account Managers, holding each individual accountable for exceeding their individual monthly/quarter and annual expansion quotas * Drive upsell and cross-sell ARR across the Mid Market segment * Hold weekly 1-1s to review activity, achievements, and attitude of your team * Present an accurate forecast to the extended revenue leadership team, including your peers, marketing, finance, and legal leadership * Prepare pipeline reviews with your team * Coach AMs on account mapping, territory planning, campaign optimization, and prioritization * Coach AMs on deal-specific strategy, including product positioning, pricing, and negotiation of T&Cs * Stay current on industry trends and maintain a high-level knowledge of competitors' product offerings * Meet with the Demand Generation team to review campaign effectiveness and key KPIs * Work cross functionally with our Customer Success team to gain deeper understanding of client adoption and engagement as well as overall client health. * Work with our legal, finance, and deal desk operations teams to structure amendments and deal terms that are consistent with accounting and auditing rules * Meet and exceed all monthly, quarterly, and annual sales quotas * Ensure proper customer satisfaction scores and align with retention strategies of the business Qualifications A proven, customer-centric leader of Mid Market Account Management with experience driving revenue growth and retention across an existing global customer base * 3+ years software sales leadership experience (or equivalent) & a BA/BS degree strongly preferred * Strong preference for Human Capital Management sales experience compensation, talent management, benefit technologies, etc. * Proven track record of consistently exceeding sales team KPIs * A collaborative growth mindset, a bias towards action, a strong sense of accountability, and a beat-and-raise mentality are essential. * Superior professional presence and business acumen * Experience selling at the "C" level, CHROs (Chief Human Resources Officer) a plus, and to other HR (Human Resources) personas. Equal Opportunity Employer: We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs. We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you. If you have a disability or impairment and need assistance with the application process, please email [email protected] for support. Fraud Alert: Payscale values security and privacy. During your job application and interview process, we will never ask for your personal banking or financial information, social security number, or other sensitive information, if you are unsure if a message is from Payscale, please email [email protected]