Account Executive, New Client Acquisition

Key Responsibilities:

New Client Acquisition (100% of role, split evenly between two channels):

Marketing & Channel Lead Conversion (~50%)

Respond promptly to inbound leads generated through marketing campaigns, the website, referral partners, brokers, and channel relationships.

Execute the “Melita Sales Process” to understand prospect needs, and guide them through to a recommended solution to achieve their business goals.

Partner closely with Marketing to provide feedback on lead quality, messaging effectiveness, and conversion trends.

Maintain fast, professional follow-up cadences to maximize lead-to-close conversion rates.

Outbound Prospecting & Conversion (~50%)

Proactively identify, research, and prioritize target accounts and buyer personas within Melita's ideal customer profile.

Execute consistent outbound prospecting activity, including cold calling, email outreach, LinkedIn/social selling, and networking.

Build and manage a self-sourced pipeline from first touch through discovery, proposal, negotiation, and close.

Develop and refine outbound messaging and cadences in collaboration with sales leadership to improve response and conversion rates.

Consistently meet or exceed monthly and quarterly outbound activity and new-logo revenue targets.

Across Both Channels

Conduct discovery calls and needs assessments to clearly articulate Melita's value proposition and match solutions to prospect needs.

Deliver polished presentations and proposals to prospective clients, including HR leaders, business owners, and executive decision-makers.

Accurately manage and forecast pipeline activity in the CRM, keeping records current and reporting complete.

Collaborate with implementation, HR, and client services teams to ensure a smooth handoff and onboarding experience for new clients.

Stay current on PEO/HR managed services industry trends, competitive positioning, and compliance considerations that affect the sales conversation.

Required Qualifications:

3-5 years of direct sales experience selling HR services, either for a PEO (Professional Employer Organization) or an HR/employee-benefits managed services provider.
A proven, verifiable track record of new client acquisition success (e.g., quota attainment history, references, or documented production that can be validated).
Demonstrated experience managing a full-cycle sales process, including both inbound lead conversion and self-sourced outbound prospecting.
Strong consultative selling skills with the ability to speak credibly to HR, payroll, benefits, risk management, and compliance topics.
Excellent communication, presentation, and negotiation skills.
Comfortable operating in a metrics-driven environment with defined activity and revenue targets.
Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard sales engagement/prospecting tools.
Self-motivated, organized, and able to manage a pipeline that spans two distinct lead sources simultaneously.

What Success Looks Like:

Consistent achievement of monthly/quarterly new-client acquisition and revenue targets across both channels.
A well-managed, accurately forecasted pipeline reflecting both inbound and outbound sourced opportunities.
Strong conversion rates on marketing/channel leads and a healthy, self-generated outbound pipeline.
Positive, collaborative relationships with Marketing, channel partners, and internal implementation teams.