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Enterprise Account Executive- Federal - Remote in DMV

1 month, 1 week ago
United States
Full-time
Mid Level
Account Executive
Sales and Business Development
CRM
Apply Now
TCP Software

TCP Software

TCP Software provides workforce management solutions for over 35 years, offering automated timekeeping, leave management, and employee scheduling services to improve operational efficiency.

Professional Services
251-1K
Founded 1988
View All Jobs 14

Description

  • Identify and advise prospective customers as a subject matter expert on market trends and customer needs.
  • Drive recurring subscription revenue by acquiring new customers within the assigned territory.
  • Expand revenue through cross-sell and upsell opportunities within existing accounts.
  • Achieve and exceed enterprise sales quotas through targeted account management.
  • Coordinate onboarding for new customers and expansion sales with assigned Customer Success Managers.
  • Conduct needs assessments across technical, business, and executive stakeholders.
  • Uncover customer business objectives and challenges and recommend solutions for improvement.
  • Deliver customized presentations and coordinate product demonstrations with Solutions Consultants.
  • Maintain accurate records of accounts, opportunities, activities, pipeline, and forecasts.
  • Promote TCP capabilities within assigned market segments on an ongoing basis.

Requirements

  • 3–5 years of B2B sales experience, including at least 2 years in full-cycle enterprise sales.
  • Proven track record closing deals in the $50K–$250K ACV range.
  • Consistent quota attainment of 80%+ over multiple years, ideally 90%+ in the most recent year.
  • Experience managing 8–12 active opportunities simultaneously.
  • Familiarity with buyer personas such as IT, Operations, and Finance.
  • Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks.
  • Ability to articulate deal strategy, value propositions, and ROI with clear examples.
  • Experience with consultative selling, discovery questioning, and mapping features to business outcomes.
  • Knowledge of basic financial concepts including ROI, payback period, and TCO.
  • Experience running 3–6 month sales cycles and navigating basic procurement processes.
  • Ability to coordinate internal resources such as SEs, CSMs, and executives.
  • Strong pipeline hygiene, forecasting accuracy, and consistent CRM documentation.
  • Familiarity with MSAs, redlines, and basic contract negotiations.
  • Strong written communication skills and comfort presenting to director-level stakeholders.
  • Emotional intelligence, professional presence, and ability to handle objections well.
  • Familiarity with workforce management, SaaS, or adjacent industries.
  • Technical aptitude for complex software solutions and ability to learn product knowledge quickly.
  • Previous B2B SaaS or intangible solution sales experience preferred.
  • Growth mindset, coachability, curiosity, and strong alignment with TCP values.
  • Must be able to travel up to 25%.
  • Must be able to sit at a desk and work on a computer for prolonged periods.
  • Must be able to lift up to 15 pounds at times.

Benefits

  • Competitive salary.
  • 20 days of PTO.
  • 13 companywide holidays.
  • 8 hours to volunteer and support the community.
  • Comprehensive health, dental, and vision insurance.
  • 401(k) retirement plan.
  • Employee Choice Pre-Tax Benefit.

Interested in this position?

Apply directly on the company website

Apply Now

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