TCP Software ยท 2 weeks ago
Enterprise Account Executive- Federal - Remote in DMV
United States
Full-time
Remote
Mid, Senior Level
3+ years expTCP Software is a leader in workforce management solutions, dedicated to providing flexible timekeeping services. The Enterprise Account Executive will drive subscription revenue by engaging with new customers and expanding current accounts, while also serving as an advisor on industry trends and client needs.
Document ManagementHuman ResourcesInformation TechnologySoftware
No H1B
Responsibilities
Identify as a subject matter expert and advisor to prospective customers, through knowledge of current trends and topics of interest within assigned market segment(s)
Drive recurring subscription revenue via new customers within a defined territory
Expand current account revenue via cross-sell / upsell from accounts within defined territory
Achieve and exceed assigned sales revenue quota by targeting Enterprise account segment
Prior experience selling to State & Local Gov't, K12, and Higher Education a plus
Coordinate onboarding of new customers and expansion sales with assigned CSM(s)
Conduct effective needs assessments across multiple customer groups (technical, business, executive)
Uncover client key business objectives and challenges, delivering actionable recommendations for improvement
Communicate the features and benefits of our niche software products in a consultative manner
Perform customized presentations and coordinate product demonstrations with Solutions Consultants
Maintain an organized database of accounts, opportunities, and activities
Manage, track, and forecast pipeline opportunities with accuracy
Develop and maintain ongoing promotion of company capabilities within assigned market segments
Qualification
Required
3-5 years of B2B sales experience with at least 2 years in full-cycle enterprise sales
Proven track record closing deals in the $50K-$250K ACV range
Consistent quota attainment (80%+ over multiple years, ideally 90%+ in the most recent year)
Experience managing 8-12 active opportunities simultaneously
Familiarity working with buyer personas such as IT, Operations, and Finance
References that validate both results and relationship-building capabilities
Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks
Ability to clearly articulate deal strategies and value propositions with examples
Demonstrated consultative selling approach versus transactional/product selling
Skilled at discovery questioning that uncovers business problems, not just technical requirements
Ability to map product features to business outcomes and quantify ROI
Understanding of basic financial concepts (ROI, payback period, TCO)
Experience running 3-6 months sales cycles with multiple customer touchpoints
Ability to navigate basic procurement processes
Skilled at coordinating internal resources (SEs, CSMs, executives) effectively
Demonstrates pipeline hygiene and forecasting accuracy
Consistent CRM use with detailed opportunity notes
Familiarity with MSAs, redlines, and basic contract negotiations
Strong written communication skills for emails, proposals, and presentations
Comfortable presenting to director-level stakeholders
Can handle objections professionally and without defensiveness
Emotional intelligence and ability to read room dynamics effectively
Professional presence that quickly builds credibility
Familiarity with workforce management, SaaS, or adjacent industries
Technical aptitude appropriate for complex software solutions
Ability to quickly learn and retain product knowledge
Growth mindset and openness to feedback
Curiosity reflected by thoughtful questions about process, product, and customers
Strong alignment with TCP values and collaborative mindset
Evidence of teamwork over 'lone wolf' approaches
Realistic and resilient when facing challenges or setbacks
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%
Preferred
Prior experience selling to State & Local Gov't, K12, and Higher Education a plus
Previous B2B SaaS or intangible solution sales experience preferred
Benefits
20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
8 hours to volunteer and impact the community
Comprehensive benefits (Health/Dental/Vision/ 401K)
Employee Choice Pre-Tax Benefit
Company
TCP Software
TCP Software is a software company that offers workforce management solutions for organizations.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
unknownKey Investors
Providence Equity Partners
2019-09-06Private Equity
2019-09-04Acquired
Leadership Team
Nagendra Donepudi
Chief Technology Officer
Derek McIntyre
Chief Operating Officer
Recent News
Company data provided by crunchbase