Manager, Enterprise Account Management

To apply for the Manager, Enterprise Account Management position at Payscale, you should have at least three years of software sales leadership experience and hold a BA/BS degree. Additionally, experience in Human Capital Management sales, particularly with a focus on compensation and talent management, is highly preferred. A proven record of driving revenue growth and retention within an existing global customer base will also strengthen your application.

As the Manager, Enterprise Account Management at Payscale, your primary responsibility is to lead a dedicated team of Enterprise Account Managers. You'll focus on their performance in exceeding renewal quotas and driving upsell and cross-sell opportunities across our Enterprise segment. Your leadership is critical in ensuring retention and customer satisfaction, which are fundamental to our revenue organization.

Payscale is committed to fostering the professional growth of its Managers in Enterprise Account Management by providing access to continuous learning and development opportunities. This includes monthly company-wide meetings, leadership exposure through AMAs, and a culture that emphasizes continuous feedback. You'll also have the chance to collaborate with other departments to enhance your strategic skills.

The compensation structure for the Manager, Enterprise Account Management at Payscale includes an On-Target Earnings (OTE) of $280,000, split evenly between a base salary of $140,000 and a commission target of $140,000. Your actual compensation can vary based on experience, skills, and internal equity, ensuring fair pay across the organization.

As a Manager at Payscale, you can expect to be part of an inclusive and dynamic culture that values respect, collaboration, and customer-centricity. The company prides itself on creating an environment where all employees can thrive, supported by ongoing feedback and opportunities for volunteering and networking through Employee Resource Groups.

Success in the Manager, Enterprise Account Management role at Payscale is largely defined by your team's ability to meet and exceed monthly and quarterly sales quotas, as well as customer satisfaction scores. You're also expected to drive retention rates and incremental ARR growth, playing a pivotal role in the overall performance of the revenue organization.

Yes! Payscale embraces a remote-first work model, allowing you the flexibility to work from home or in company-paid co-working spaces. This approach is designed to support your productivity while encouraging in-person collaboration during important moments throughout the year.

In coaching my team of Account Managers, I focus on active listening and tailored guidance based on their individual strengths and weaknesses. I emphasize the importance of accountability and regularly hold 1-1s to discuss performance metrics, strategy, and personal development. This collaborative approach fosters a supportive environment that encourages continuous improvement.

Absolutely! In a previous role, I encountered a challenging situation with a key client who was dissatisfied with the service. By arranging a face-to-face meeting, I actively listened to their concerns and worked collaboratively on a customized solution. The outcome was an opened dialogue, improved trust, and a renewed contract that exceeded their expectations, showcasing the power of effective communication.

To drive upselling and cross-selling, I would implement a data-driven approach to identify client needs and match them with relevant solutions. I would also encourage the team to build strong relationships by regularly checking in and offering valuable insights based on industry trends, which can lead to proactive discussions about expanding services.

Staying informed about industry trends involves a combination of regular research, attending industry conferences, and engaging in conversations within professional communities. I also subscribe to relevant publications and maintain close relationships with colleagues in the field, allowing me to gain insights that inform our strategies.

I measure customer satisfaction through various metrics, including NPS scores, client feedback, and renewal rates. To ensure high satisfaction levels, I believe in proactive engagement, encouraging my team to regularly check in with customers and address any concerns promptly, fostering long-term relationships.

My leadership style is collaborative and transparent, focusing on building trust within my team. I prioritize open communication and encourage team input on strategic decisions, which fosters a sense of ownership and accountability. This approach not only boosts morale but also enhances team performance.

In approaching territory planning, I emphasize a data-driven analysis of client potential, market trends, and historical performance. Collaboratively, we work to align territories with each Account Manager's strengths, ensuring they have a manageable scope that allows for focused efforts on growth and retention.

Sales forecasting is a critical component, and I ensure it is based on historical performance and market insights. I involve my team in the forecasting process, analyzing pipelines, economic indicators, and customer behavior to create accurate and actionable forecasts that guide our strategies.

To promote a data-driven culture, I would implement regular training sessions focused on data analysis tools and techniques. Encouraging my team to leverage data for decision-making not only enhances performance but also empowers them to take ownership of their results, leading to increased accountability.

Prioritizing competing demands requires effective time management and clear communication. I utilize a structured approach to prioritize tasks based on urgency and impact, and I regularly engage with both clients and internal stakeholders to ensure that expectations are aligned and addressed appropriately.