The Role
Owns full-cycle new client acquisition for HR managed services, converting inbound marketing and channel leads while prospecting outbound net-new business. Responsibilities include discovery, consultative selling, presentations, proposals, negotiations, CRM management, pipeline forecasting, and coordinating client handoffs. The role requires proven success selling PEO or HR managed services to business owners and HR executives, meeting revenue targets, and collaborating with marketing, partners, implementation, HR, and client services teams.
Summary Generated by Built In
Melita, an Allvia company, is seeking a results-driven Account Executive to lead new client acquisition efforts. This role is responsible for growing Melita's book of business through two connected motions: converting warm leads generated by marketing and channel partnerships, and proactively prospecting and closing net-new business through outbound efforts. The ideal candidate brings direct, verifiable success selling HR services in a PEO (Professional Employer Organization) or HR managed services environment, and is comfortable owning a full-cycle sales process from first conversation to signed agreement.
Key Responsibilities:
- Respond promptly to inbound leads generated through marketing campaigns, the website, referral partners, brokers, and channel relationships.
- Execute the “Melita Sales Process” to understand prospect needs, and guide them through to a recommended solution to achieve their business goals.
- Partner closely with Marketing to provide feedback on lead quality, messaging effectiveness, and conversion trends.
- Maintain fast, professional follow-up cadences to maximize lead-to-close conversion rates.
- Proactively identify, research, and prioritize target accounts and buyer personas within Melita's ideal customer profile.
- Execute consistent outbound prospecting activity, including cold calling, email outreach, LinkedIn/social selling, and networking.
- Build and manage a self-sourced pipeline from first touch through discovery, proposal, negotiation, and close.
- Develop and refine outbound messaging and cadences in collaboration with sales leadership to improve response and conversion rates.
- Consistently meet or exceed monthly and quarterly outbound activity and new-logo revenue targets.
- Conduct discovery calls and needs assessments to clearly articulate Melita's value proposition and match solutions to prospect needs.
- Deliver polished presentations and proposals to prospective clients, including HR leaders, business owners, and executive decision-makers.
- Accurately manage and forecast pipeline activity in the CRM, keeping records current and reporting complete.
- Collaborate with implementation, HR, and client services teams to ensure a smooth handoff and onboarding experience for new clients.
- Stay current on PEO/HR managed services industry trends, competitive positioning, and compliance considerations that affect the sales conversation.
New Client Acquisition (100% of role, split evenly between two channels):
Marketing & Channel Lead Conversion (~50%)
Outbound Prospecting & Conversion (~50%)
Across Both Channels
Required Qualifications:
- 3-5 years of direct sales experience selling HR services, either for a PEO (Professional Employer Organization) or an HR/employee-benefits managed services provider.
- A proven, verifiable track record of new client acquisition success (e.g., quota attainment history, references, or documented production that can be validated).
- Demonstrated experience managing a full-cycle sales process, including both inbound lead conversion and self-sourced outbound prospecting.
- Strong consultative selling skills with the ability to speak credibly to HR, payroll, benefits, risk management, and compliance topics.
- Excellent communication, presentation, and negotiation skills.
- Comfortable operating in a metrics-driven environment with defined activity and revenue targets.
- Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard sales engagement/prospecting tools.
- Self-motivated, organized, and able to manage a pipeline that spans two distinct lead sources simultaneously.
What Success Looks Like:
- Consistent achievement of monthly/quarterly new-client acquisition and revenue targets across both channels.
- A well-managed, accurately forecasted pipeline reflecting both inbound and outbound sourced opportunities.
- Strong conversion rates on marketing/channel leads and a healthy, self-generated outbound pipeline.
- Positive, collaborative relationships with Marketing, channel partners, and internal implementation teams.
Melita, an Allvia company, is an HR managed services provider that helps small and mid-sized businesses optimize core HR functions, including payroll, benefits administration, compliance, and risk management. By pairing dedicated HR expertise with scalable technology, Melita allows clients to reduce administrative burden and cost while offering their employees access to enterprise-grade HR support.
Skills Required
- 3-5 years of direct sales experience selling HR services for a PEO or HR/employee-benefits managed services provider
- Proven, verifiable track record of new client acquisition success, including quota attainment, references, or documented production
- Experience managing a full-cycle sales process involving inbound lead conversion and self-sourced outbound prospecting
- Strong consultative selling skills covering HR, payroll, benefits, risk management, and compliance topics
- Excellent communication, presentation, and negotiation skills
- Ability to operate in a metrics-driven environment with activity and revenue targets
- Proficiency with CRM systems such as Salesforce or HubSpot and standard sales engagement or prospecting tools
- Self-motivated, organized, and able to manage pipelines across inbound and outbound lead sources
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The Company
What We Do
Melita Group is a trusted HR, benefits, and payroll outsourcing company providing comprehensive consulting and services to startups and small to mid-sized businesses (SMBs) in the U.S. They aim to help clients maximize employee satisfaction and streamline HR processes through high-integrity relationships, expert guidance, and technology-driven solutions tailored to each organization's needs.
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