Account Executive, Mid Market Payroll Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Executive, Mid Market Payroll Sales based in the United States.

This is a full-cycle, consultative sales role focused on established regional restaurant groups, franchise organizations, and multi-unit operators.

You will help mid-market customers simplify payroll administration, improve labor visibility, and connect workforce data with broader business operations and financial outcomes.

The role combines strategic account planning, outbound prospecting, discovery, tailored demonstrations, business-case development, negotiation, and closing.

You will engage executive, finance, HR, payroll, and operations stakeholders while navigating complex, multi-person buying processes.

Success requires the ability to translate sophisticated payroll and workforce challenges into clear, measurable business value.

You will collaborate closely with Sales Engineering, Marketing, Product, Implementation, Customer Success, and other internal teams throughout the customer journey.

This is an opportunity to make a measurable impact in a high-growth SaaS environment while developing deep expertise in payroll, workforce management, and restaurant technology.

Accountabilities:

• Own the complete sales cycle for mid-market payroll opportunities, from account strategy and prospecting through close and post-sale handoff.
• Build and maintain a qualified sales pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities.
• Develop strategic account plans for regional restaurant groups, franchise organizations, and multi-unit operators with complex payroll and workforce requirements.
• Lead consultative discovery sessions with executives, business owners, finance, HR, payroll, and operations stakeholders to understand challenges, requirements, priorities, and desired outcomes.
• Deliver customized product demonstrations and compelling business cases that connect payroll and workforce management solutions to measurable operational and financial value.
• Navigate complex, multi-stakeholder buying processes by building consensus, managing mutual action plans, addressing objections, negotiating within approved guidelines, and closing business against quota.
• Identify and develop expansion opportunities within existing customers using accounting, operations, inventory, scheduling, and workforce management solutions.
• Maintain accurate CRM and sales engagement records, including opportunity strategy, next steps, close plans, pipeline information, and revenue forecasts.
• Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, Revenue Operations, and subject matter experts to advance opportunities and ensure customer readiness.
• Deliver complete and well-documented handoffs to Implementation and Customer Success teams following closed deals.
• Represent the organization professionally in customer meetings, industry events, conferences, and other business engagements.
• Use AI thoughtfully within the sales discipline, balancing innovation, productivity, risk management, and data privacy in collaboration with relevant stakeholders.

Requirements

• At least 3 years of full-cycle B2B sales experience with a consistent record of achieving or exceeding quota.
• SaaS, HCM, payroll, workforce management, or related technology sales experience is strongly preferred.
• Experience selling to mid-market restaurant groups, franchise organizations, multi-unit operators, or similarly complex businesses.
• Direct experience selling payroll, workforce management, HCM, HR, accounting, or business management software is preferred.
• Working knowledge of payroll fundamentals, including tax filing, direct deposit, tip credit, overtime, PTO, garnishments, and relevant compliance considerations.
• Proven ability to manage complex sales cycles involving multiple stakeholders, active opportunities, business cases, executive decision-makers, and extended buying processes.
• Strong prospecting capabilities and a demonstrated ability to consistently generate pipeline through both outbound and inbound sales motions.
• Excellent discovery, presentation, objection-handling, negotiation, and closing skills.
• Ability to establish credibility and build trusted relationships with business owners, operators, finance leaders, payroll administrators, HR professionals, and executive stakeholders.
• Proficiency with Salesforce or a comparable CRM, combined with strong discipline around pipeline management, opportunity hygiene, and forecast accuracy.
• Strong written and verbal communication skills, including the ability to explain complex payroll and workforce concepts in a clear and compelling way.
• Highly motivated, energetic, goal-oriented, and comfortable operating in a performance-driven sales environment.
• Strong cross-functional collaboration skills and the ability to work effectively with Sales Engineering, Customer Success, Marketing, Product, Implementation, and Revenue Operations.
• High level of integrity, professionalism, and trustworthiness in all customer and business interactions.
• Ability to work fully remotely within the United States.
• Willingness to travel up to 15% for customer meetings, conferences, team events, and company offsites.
• AI fluency, including the ability to use approved AI tools responsibly for research, preparation, productivity, and customer impact while validating outputs and protecting confidential information.

Benefits

• Base salary range of $80,000-$120,000, plus commission.
• Compensation may vary based on relevant skills and experience, time in role, business line, and geographic location.
• Comprehensive medical benefits with 100% of employee premiums paid.
• 401(k) plan with company matching.
• Equity option grant.
• Unlimited Paid Time Off.
• Company holidays.
• Wellness initiatives and employee well-being programs.
• Fully remote work environment.
• Opportunity to work in a high-growth SaaS environment focused on transforming restaurant operations.
• Career development opportunities and the ability to grow expertise across payroll, workforce management, and business technology.