Enterprise Sales Executive

Who We Are:

As the largest privately held service provider in our industry, Thomas & Company stands at the forefront of delivering innovative and comprehensive solutions that help businesses optimize their operations and manage critical aspects of human resources. We specialize in offering unmatched unemployment cost control, employment verification, and tax credit services, all designed to reduce financial risk, streamline processes, and drive cost efficiency for our clients.

Our Culture:

We believe that success starts with people. We are committed to fostering a culture of innovation, collaboration, and growth. Our mission is to empower our employees to thrive both professionally and personally, offering an environment where creativity and diverse ideas flourish.

We are not just a company-we are a community of passionate individuals dedicated to making a real impact. From dynamic team-building opportunities to leadership development programs, Thomas & Company invests in its people at every level. Our supportive workplace is built on the foundation of our core values a shared vision for enabling success. Our winning culture has earned recognition as a five-time Tennessean Top Workplace and a three-time (and counting) USA Today Top Workplace. Whether you're looking for a challenge, a place to grow your career, or a team that values your contributions, Thomas & Company offers endless opportunities to make a difference. Join us and become part of a team where your ideas are heard, your potential is recognized, and your career can truly flourish.

The Position:

The Enterprise Sales Executive is responsible for driving new business growth through the sale of Thomas & Company's unemployment cost control, employment verification, and tax credit services. This role leads the full sales cycle for enterprise-level prospects, including prospecting, discovery, business case development, pricing collaboration, contract support, and deal closure. The position requires a consultative sales approach, strong executive-level communication skills, and consistent pipeline progression to achieve annual sales goals.

Essential Duties and Responsibilities

• Focus sales efforts on enterprise-level employers based on the company's defined employee-size criteria
• Meet or exceed annual sales quota as determined by the company
• Identify, qualify, and prioritize prospective new clients within assigned markets and preferred industries
• Lead outreach, discovery, introductory meetings, conference calls, assessments, and follow-up discussions with prospective clients
• Build and manage a strong pipeline of new business opportunities while maintaining accurate prospect, account, opportunity, and sales activity information in Salesforce, including consistent follow-up and pipeline hygiene
• Develop tailored business cases and account-based sales strategies that align Thomas & Company's value propositions with prospect needs
• Cultivate long-term relationships with senior contacts and key decision-makers to increase awareness of Thomas & Company's services, differentiators, and benefits
• Prepare and deliver high-quality presentations, proposals, status updates, and other sales materials for prospects and sales leadership
• Collaborate with Sales leadership, the VP of Sales, CRO, and other internal stakeholders on scoping, pricing, deal terms, and contracting support
• Work with prospects to address questions, resolve obstacles, and secure executed contracts
• Participate in trade shows, sales initiatives, marketing efforts, client references, and endorsement development as requested
• Partner with implementation, operations, and client service teams to support smooth handoff after deal closure
• Represent Thomas & Company professionally in external meetings, industry events, and executive-level prospect conversations
• Forecast expected revenue, deal timing, and pipeline movement for sales leadership
• Assist with special projects and perform other duties as assigned

Required Qualifications

• Bachelor's degree in Business, Marketing, Communications, or a related field preferred
• 5-8 years of direct B2B sales experience, preferably selling to enterprise or large corporate clients
• Demonstrated success meeting or exceeding assigned sales quotas
• Proven experience managing complex sales cycles with multiple stakeholders and decision-makers
• Experience developing business cases, delivering executive-level presentations, and supporting pricing or contract negotiations
• Strong consultative selling skills with the ability to identify customer needs and position solutions effectively
• Experience utilizing CRM systems, preferably Salesforce, for pipeline management, sales forecasting, and opportunity tracking
• Demonstrated ability to communicate with C-level and VP-level executives in Human Resources, Payroll, Tax, Finance, or related departments
• Demonstrated success generating new business opportunities through strategic prospecting, networking, and relationship development
• Strong networking, negotiation, organization, and follow-up skills
• Equivalent combination of education and relevant experience may be considered
• Willingness and ability to travel as needed to pursue opportunities and meet sales goals

Special Considerations and Prerequisites

• Ability to exercise discretion and maintain the confidentiality of sensitive company, client, employee, and business information
• Ability to maintain professional and collaborative working relationships with clients, prospects, colleagues, and leadership
• Ability to demonstrate reliability, accountability, and responsiveness in fulfilling assigned responsibilities
• Self-starter with high energy, professional persistence, and diligence in following the sales process
• Must be able to perform the essential functions of the position with or without reasonable accommodation