Mid-Market Account Executive, SLED
TCP is committed to cultivating a diverse and inclusive team. We are not able to sponsor visas for this role.
About TCP (TimeClock Plus)
For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers proven technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. We recently embraced our refreshed brand, and completed our acquisition of Humanity Schedule, a cloud-based scheduling platform. Growth is happening and our vision for the future is clear. We'd love you to join us on this journey. For more information, visit www.tcpsoftware.com or follow us on LinkedIn or Facebook.
The Role
As a Mid-Market Account Executive, SLED, you'll be responsible for driving and closing business, generating new leads and managing your growing pipeline. You will be the face of TCP to your customers and prospects and act as their main point of contact through the full sales cycle. We are looking for candidates with a "hunter" mentality, a drive to succeed and grow professionally, and a positive, self-starting mindset. If you have 3-5 years of successful SaaS sales experience and crushed both your rookie year and your fully ramped year, we would love to chat with you.
What You'll Do
• Serve as a subject matter expert and advisor to prospective customers through knowledge of current trends and topics within your assigned market segment.
• Develop and execute a strategic territory plan focused on State, Local Government, and Education (SLED) accounts, building relationships with key stakeholders and driving net-new business.
• Navigate complex SLED procurement processes, including RFPs, cooperative purchasing agreements, and budget cycles, to position and close workforce management solutions.
• Use a consultative approach to uncover workforce management challenges within SLED organizations and match them to solutions that deliver measurable results.
• Drive recurring subscription revenue through new customers.
• Achieve and exceed your assigned sales revenue quota.
• Conduct needs assessments across multiple customer groups, including technical, line-of-business, and executive stakeholders.
• Communicate the features and benefits of our software products clearly.
• Maintain an organized database of accounts, opportunities, and associated activities.
• Deliver customized presentations and product demonstrations.
• Manage, track, and accurately forecast revenue opportunities.
• Communicate a compelling, concise value proposition to potential customers.
• Promote TCP and its capabilities to your assigned market segments.
• Focus on prospecting and outbound sales generation.
• Complete a minimum of 25 prospecting calls per day. This is a daily minimum, not a weekly average.
• Maintain a sales mix of 80% self-generated business, 10% marketing and inbound leads, and 10% partnerships.
• Own territory planning and management.
• Travel 20-30%.
Requirements
• Bachelor's degree preferred.
• 3-5 years of experience selling SaaS and running the full sales cycle, from initial outreach to a completed agreement.
• Track record of building pipeline at 3-5x quota.
• Ability to create and assess sales opportunities through a consultative approach.
• Exceptional telephone and interpersonal communication skills.
• The drive and organizational skills to maintain a high volume of daily outbound calls and emails.
• Ability to work well under pressure, manage competing priorities, and meet deadlines.
• Proficiency in CRM tools such as Salesforce a plus.
What We're Looking For
• Proactive, detail-oriented, and a good listener who takes initiative.
• Highly motivated, results-oriented, and high-integrity.
• A captivating storyteller who connects through personal engagement.
• Eager to be both a mentor and a student, contributing to the collective success of the team.
• Outgoing, high-energy personality who enjoys new adventures and helping others solve problems.
• A "how can I help?" attitude and a willingness to think outside the box for customers.
Benefits
• Competitive salary plus uncapped commission.
• 20 days of PTO and 13 companywide holidays.
• 8 hours to volunteer and impact the community.
• Comprehensive benefits (health, dental, vision, 401K).
• Employee Choice Benefit.
Skills Required
- 3-5 years of successful SaaS sales experience
- 3-5 years of full-cycle sales experience, from initial outreach through completed agreement
- Track record of building pipeline at 3-5x quota
- Ability to create and assess sales opportunities through a consultative approach
- Exceptional telephone and interpersonal communication skills
- Ability to maintain a high volume of daily outbound calls and emails
- Ability to work under pressure, manage competing priorities, and meet deadlines
- Bachelor's degree
- Proficiency in CRM tools such as Salesforce
What We Do
For 35 years, TCP Software has helped organizations engage their people by providing flexible workforce management solutions and mobile timekeeping. Trusted by 30,000 customers and millions of users, TCP delivers best-in-class technology and support to organizations of all sizes in the public and private sector to meet their complex employee scheduling, leave management, timekeeping and other workforce needs.
