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(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.
