H - Senior Sales Executive / Account Executive

(This is for a RevPilots' client)

Senior Sales Executive - Account Executive

Location: Remote - USA

About Our Client

Our client is part of a company applying frontier technology in partnership with leading management teams and founders across the American services sector. Through the strategic use of AI, our client is modernizing how American businesses manage their people operations, reducing friction, cutting costs, and unlocking new levels of efficiency.

For more than 30 years, our client has served as a Professional Employer Organization (PEO) that makes it easier for small- and mid-sized businesses to employ people by streamlining payroll, employee benefits, HR, safety, and workers’ compensation services. Their single-source solution gives each client a dedicated Payroll Specialist and HR Business Partner plus access to a robust cloud HRIS platform for onboarding, PTO tracking, benefits administration, and employee self-service.

Recognizing that “business is personnel,” our client combines smart technology with experienced HR professionals so leaders can focus on growing their businesses while their employees thrive.

Role Overview

The Senior Sales Executive is responsible for originating, developing, and closing new PEO client relationships within the 20–500 employee market. This role owns the full sales cycle including prospecting, broker development, financial analysis, proposal presentation, and closing.

This is a quota-carrying role with direct accountability for revenue growth, new worksite employees (WSE), and long-term client value.

The ideal candidate understands the PEO model, can effectively compete against other PEO providers, and has experience building opportunities through broker, CPA, and referral relationships.

Core Responsibilities

New Business Production

Generate and close new PEO clients through direct prospecting, referral networks, and broker partnerships.

• Developing and maintaining a pipeline of qualified prospects

• Conducting employer needs assessments and discovery meetings

• Analyzing payroll, workers’ compensation, benefits, and HR costs

• Building and presenting PEO financial models and proposals

• Leading executive-level sales presentations

• Negotiating and closing service agreements

• Managing opportunities through the full sales cycle from discovery to signed agreement

Broker & Referral Channel Development

Build and maintain a productive referral network that consistently generates new opportunities.

• Recruiting new insurance broker and referral partners

• Training brokers on our client’s PEO value proposition

• Conducting joint prospect meetings

• Structuring broker compensation and partnership agreements

• Maintaining ongoing engagement with partners to drive consistent deal flow

Strategic Sales Process

Lead a structured consultative sales process from discovery through implementation.

• Financial and HR diagnostic analysis

• Competitive positioning against other PEO providers

• Proposal development and pricing strategy

• Managing complex client decision processes

• Coordinating with underwriting and implementation teams to ensure smooth client onboarding

Pipeline Management & CRM Discipline

Maintain accurate and transparent pipeline reporting to support forecasting and sales performance visibility.

• Maintaining consistent CRM hygiene and timely pipeline updates

• Logging meetings, activities, and opportunity updates within the CRM

• Managing opportunity stages and forecasting accuracy

• Maintaining a qualified pipeline of active opportunities

• Participating in pipeline reviews and sales forecasting discussions

Continuous Improvement

Actively contribute to the improvement of sales processes and market strategies.

• Sharing market intelligence and competitive insights

• Refining messaging based on client feedback

• Collaborating with marketing and leadership on go-to-market initiatives

• Continuously improving sales skills and industry knowledge

Performance Expectations

Typical performance metrics include:

• Annual Admin Revenue Production: $350K+

• New Worksite Employees (WSE): 300–500 annually

• Qualified Pipeline: 8–12 active opportunities maintained at all times

• Referral Source Mix: Broker, CPA, and direct prospecting

Top performers typically generate $400K+ in annualized admin revenue.

What Success Looks Like

Within the first 12 months, a successful hire will:

• Close 3 opportunities with leadership support within the first 90 days

• Build and expand a broker and referral network generating consistent leads

• Maintain a qualified pipeline of 8–12 active opportunities

• Close multiple PEO deals generating $300K+ in admin revenue

• Establish themselves as a trusted advisor to business owners and referral partners

Qualifications

Required Experience

• 5–7+ years of PEO sales experience

• Proven success selling PEO or ASO services

• Documented history of meeting or exceeding quota

• Experience working through insurance brokers and referral channels

• Ability to present financial and HR cost analyses to business owners and executives

Preferred Experience

• Existing broker or referral network

• Experience selling into 20–500 employee businesses

• Strong understanding of workers’ compensation programs, employee benefits funding, HR compliance and risk mitigation, and payroll and tax administration

Ideal Candidate Profile

The strongest candidates typically come from:

• Existing PEO providers

• Employee benefits brokerage firms

• Payroll or HR technology companies / HR SaaS selling into mid-market employers

They are entrepreneurial, highly competitive, and consultative, with the ability to sell complex financial solutions to business owners and executive decision-makers.

Compensation & Benefits

• Base salary: $115,000 – $135,000, DOE

• Uncapped commission structure

• On-target earnings: $200,000 – $350,000+

• Top performers regularly exceed $400,000+ total compensation

Benefits include:

• Employer-subsidized health plans (six medical options), dental, and vision

• Life and disability insurance

• 401(k) plan

• Generous PTO and paid holidays

• Ongoing professional development and training

Our client is an equal opportunity employer. They celebrate diversity and are committed to creating an inclusive environment where all employees can succeed.