Mid Market Account Executive - SLED

Summary

TCP Software provides timekeeping, scheduling, leave management, and workforce management solutions to public and private sector organizations. The Mid-Market Account Executive, SLED is responsible for generating and closing new business across State, Local Government, and Education accounts, managing the full sales cycle, and achieving revenue targets. The role involves territory planning, prospecting, consultative selling, demonstrations, forecasting, and navigating complex public-sector procurement processes.

Responsibilities

• 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%

Skills

• We are not able to sponsor visas for this role
• 3-5 years of successful SaaS sales experience
• 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
• 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
• Bachelor's degree preferred

Qualifications

Must Haves

• We are not able to sponsor visas for this role
• 3-5 years of successful SaaS sales experience
• 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
• 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

Nice to Haves

• Bachelor's degree preferred

Benefits

• Uncapped commission
• 20 days of PTO
• 13 companywide holidays
• 8 hours to volunteer and impact the community
• Comprehensive health, dental, and vision benefits
• 401K
• Employee Choice Benefit