Note: The job is a remote job and is open to candidates in USA. TCP Software is dedicated to providing flexible, mobile timekeeping and workforce management solutions for over 30 years. The Growth Account Executive is responsible for managing existing customer accounts while identifying and closing new revenue opportunities through a full sales cycle.
Responsibilities
- Prospect into your assigned account base to identify upsell and cross-sell opportunities across new products, departments, and locations
- Run a full sales cycle from first outreach through close, including discovery, multi-stakeholder navigation, demos, proposals, and negotiation
- Achieve and exceed assigned sales revenue quota targeting the mid-market customer segment
- Build and maintain pipeline at 3x quota through self-generated outbound activity
- Conduct needs assessments across multiple customer groups (technical, line of business, and executive)
- Connect customer business objectives to TCP capabilities, identifying gaps between current state and desired outcomes
- Maintain accurate, up-to-date account and opportunity records in Salesforce
- Forecast revenue weekly with discipline and precision
- Partner with Customer Success to stay informed on account health, while owning the expansion sales motion independently
- Travel up to 25%
Skills
- 2-3+ years of quota-carrying B2B sales experience with full-cycle ownership (prospecting to close)
- Demonstrated experience finding and selling to new stakeholders inside an existing account base, not just maintaining existing relationships
- Consistent quota attainment with specific numbers you can speak to
- B2B background selling a considered purchase where deals required discovery, multiple conversations, and a defined sales process. SaaS or software is a plus; backgrounds in payroll services, HR consulting, staffing, or managed services transfer well
- Experience managing a high-volume account book and prioritizing outbound activity across it
- Consultative selling approach with the ability to conduct discovery that uncovers business problems, not just technical requirements
- Ability to map product capabilities to business outcomes and build a clear value case
- Outbound prospecting skills. You have generated your own pipeline through cold outreach, not just worked inbound leads
- Strong written and verbal communication, including the ability to present to director and VP-level stakeholders
- Clear understanding of where expansion sales ends and Customer Success begins, with the ability to articulate that boundary
- Familiarity with multi-stakeholder sales cycles where more than one decision-maker is involved
- Demonstrated pipeline hygiene and forecasting accuracy
- Consistent CRM use with detailed opportunity tracking. Salesforce experience preferred
- Growth mindset and openness to feedback
- Accountability for results, including honest reflection on what went wrong
- Collaborative approach with Customer Success, Solutions Consultants, and internal stakeholders
- Resilience in a high-activity, metrics-driven environment
- Prolonged periods sitting at a desk and working on a computer
- Must be able to lift up to 15 pounds at times
- Travel up to 25%
- Familiarity with Salesforce, Gong, Outreach, and Clay is a plus
- Experience working with channel partners or navigating RFP processes is a plus
Benefits
- Competitive salary based on experience plus uncapped commissions
- 20 days PTO and 13 days of companywide holidays
- 8 hours to volunteer and impact your community
- Comprehensive benefits (Health/Dental/Vision/401K)
- The work/life set up you need to be successful
Company Overview