Assistant Vice President, Sales

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 Assistant Vice President, Sales is responsible for driving strategic sales initiatives, expanding the company's presence within high-value target accounts, and securing new business opportunities. Reporting to the Chief Revenue Officer, this role identifies and develops qualified prospects, builds relationships with senior decision-makers, and delivers tailored solutions that align with client needs and company growth objectives

This individual contributor role collaborates closely with sales leadership, supports long-term account planning, contributes to enterprise sales strategy, and serves as a trusted resource to junior sales team members by sharing best practices and sales expertise.

Essential Duties and Responsibilities

• Meet or exceed annual sales quota and other assigned sales performance objectives
• Identify, qualify, and prioritize prospective clients based on business need, revenue potential, buying readiness, contract timing, and strategic fit
• Develop and execute targeted engagement strategies for high-value prospects in preferred industries and markets
• Own assigned high-value target accounts with $400,000 to $3 million in annual contract value, serving as the primary business development lead throughout the sales process
• Build and maintain strong relationships with senior executives, decision-makers, and key stakeholders within assigned prospects and accounts
• Lead introductory calls, discovery meetings, prospect assessments, presentations, follow-up discussions, and clarification meetings
• Develop tailored account plans, business cases, presentations, and engagement strategies that support qualified opportunities and advance the sales process
• Partner with sales leadership to finalize deal scope, pricing, and key contract terms while protecting profitability goals
• Facilitate pricing and contract negotiations by removing obstacles, reinforcing value, and supporting a seamless customer experience
• Maintain complete and accurate prospect, account, pipeline, and opportunity information in Salesforce
• Collaborate with internal teams, including sales leadership, product, operations, marketing, and creative resources, to align sales strategies with prospect needs and company goals
• Support the development of sales and marketing materials, references, endorsements, and account-based marketing strategies
• Participate in trade shows, prospect meetings, networking opportunities, and other business development activities as requested
• Mentor junior sales team members by sharing best practices, sales strategies, and subject matter expertise
• Assist with special projects and perform other duties as assigned

Required Qualifications

• Bachelor's degree in business, marketing, or a related field required; MBA or relevant advanced degree preferred
• At least 10 years of progressive direct corporate sales experience, including complex enterprise sales, measurable sales achievement, and demonstrated success securing Fortune 500 or large-market clients
• Equivalent combination of education and relevant experience may be considered
• Experience selling complex service solutions to Human Resources, Payroll, Tax, Finance, or other business functions preferred
• Demonstrated success managing long-cycle sales processes with multiple stakeholders and executive-level decision-makers
• Proven ability to meet or exceed assigned sales quota targets
• Proven track record of success in enterprise sales, including consistent achievement of revenue growth and new-business objectives
• Experience using Salesforce or a comparable CRM to manage pipeline, prospect activity, and opportunity documentation
• Demonstrated ability to influence sales performance, mentor colleagues, and contribute to key performance indicators without direct people-management authority
• 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
• Maintain professional and collaborative working relationships with clients, customers, colleagues, and leadership
• Strong organizational skills, attention to detail, and the ability to manage multiple priorities
• Ability to demonstrate reliability, accountability, and responsiveness in fulfilling assigned responsibilities
• Experience engaging with C-level and VP-level executives, particularly within Human Resources, Payroll, Tax, and Finance, and the ability to present strategic solutions to complex business challenges
• Consultative selling expertise, with the ability to understand complex business needs and design tailored, high-value solutions
• Strong negotiation, communication, and relationship-building skills, with an ability to influence key decision-makers and collaborate effectively across internal teams
• Experience working with cross-functional teams to align sales strategies with company goals and improve customer engagement
• High energy, self-motivated, and results-driven, with a passion for sales and a commitment to achieving organizational success
• Ability to work effectively in a remote environment while maintaining high levels of communication, responsiveness, and accountability
• Must be able to perform the essential functions of the position with or without reasonable accommodation