• Collaborating with your Sales Development Representative on territory planning to develop quality opportunities within assigned geographic territories • Helping to Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on • Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn • Overcoming objections and effectively communicating PayScale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings • Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings • Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce, Outreach, Gong, 6sense, & LinkedIn Sales Navigator • Achieving monthly pipeline goals set by sales management • Continuous learning through mock calls, formal training, and regular coaching and feedback • Remain in contact with prospects/clients at all stages of sales cycle and beyond • Manage high velocity sales cycles from start to finish with a track record of successful revenue attainment