Client Development Representative - Buffalo, NY

About Payscale

Payscale is the original compensation innovator for organizations who want to scale their business with pay and transform their largest investment into their greatest advantage. With decades of innovation in sourcing reputable data and developing AI-powered tools, Payscale delivers actionable insights that turn pay from a cost to a catalyst. Its suite of solutions — Payfactors, Marketpay, and Paycycle — empower top companies in the U.S. and businesses like Cintas, Leidos, Chipotle, Brookdale Senior Living, Ohio State University, American Airlines, and TJX Companies.

Create confidence in your compensation. Payscale.

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The Sales Development team works closely with both Sales and Marketing to drive interest in Payscale's solutions, identify potential upsell opportunities, and use compelling messaging to pique the interest of our current clients. Our goal is to help compensation professionals learn how Payscale can empower them to adopt a modern compensation strategy.

In this role you will build a strong sales foundation by learning everything from prospecting, lead qualification, research, customer personas, objection handling and more. You will be interacting with our customer base to help find the right solution for them and potentially find new opportunities for our Account Management team.

• Collaborating with full cycle Account Managers and Customer Success Managers on territory planning to develop quality opportunities within assigned territories
• Qualifying all Inbound and Marketing Qualified leads by acting as a consultant where we seek to understand customer needs and address them head on
• Prospecting into customer accounts by employing innovative techniques and strategies for researching current clients and potential buyers to target with persona specific communication via email, phone, and Linked In
• Overcoming objections and effectively communicating Payscale's value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
• High level knowledge of product offerings
• Staying current on industry trends and maintaining high level knowledge of competitors product offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
• Achieving monthly pipeline goals set by sales management
• Continuous learning through mock calls, formal training, and regular coaching and feedback

• Bachelor's degree, or experience in sales and/or customer facing activities in a fast-paced environment.
• 3+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting

• Curious and active listener:
  You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
• Resilient and self-motivated:
  You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
• Detail oriented:
  The little things matter! You're able to craft a process that keeps you on track.
• Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes.
• Exceptional verbal and written communicator:
  You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email.
• Collaborative:
  When we all succeed, we're better for it. You share your recipe for success without even being asked.

• Salesforce or a similar CRM
• Salesloft or a similar sales enablement platform
• MS Office Suite, especially Outlook

Payscale Buffalo has an employee centric hybrid model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person in our office 3 days a…