Note: The job is a remote job and is open to candidates in USA. TCP Software is a leading provider of workforce management solutions, dedicated to supporting organizations across various sectors. They are seeking an Enterprise Account Executive focused on Higher Education, State, and Local Government, responsible for driving sales, managing client relationships, and delivering tailored solutions to meet public sector needs.
Responsibilities
- Serve as a subject matter expert and trusted advisor to Higher Education, State, and Local Government prospects through knowledge of workforce management challenges, funding dynamics, and trends across public sector organizations
- Achieve and exceed assigned sales revenue quota by targeting enterprise accounts across Higher Education, State, and Local Government organizations
- Demonstrate experience selling into Higher Education, State, and Local Government environments, including navigating public sector buying cycles, competitive bids, and formal procurement processes
- Conduct effective needs assessments across multiple stakeholder groups, including IT, HR, Payroll, Operations, Finance, Procurement, and executive leadership
- Develop and maintain ongoing promotion of company capabilities within Higher Education, State, and Local Government market segments, including alignment to sector priorities, compliance needs, and constituent service outcomes
- Drive recurring subscription revenue via new customers within a defined territory
- Expand current account revenue via cross-sell and upsell from accounts within a defined territory
- Coordinate onboarding of new customers and expansion sales with assigned CSM(s)
- Uncover client key business objectives and challenges, delivering actionable recommendations for improvement
- Communicate the features and benefits of our niche software products in a consultative manner
- Perform customized presentations and coordinate product demonstrations with Solutions Consultants
- Maintain an organized database of accounts, opportunities, and activities
- Manage, track, and forecast pipeline opportunities with accuracy
- Develop relationships and drive business through ecosystem partners and resellers to expand market reach and influence deal velocity within the public sector
Skills
- 3-5 years of B2B sales experience with at least 2 years in full-cycle enterprise sales
- Proven track record closing deals in the $50K-$250K ACV range
- Consistent quota attainment (80%+ over multiple years, ideally 90%+ in the most recent year)
- Experience managing 8-12 active opportunities simultaneously
- Familiarity working with buyer personas such as CIO, CHRO, Payroll, HR, Operations, Finance, Procurement, and other administrative leaders within public sector or education environments
- References that validate both results and relationship-building capabilities
- Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks
- Ability to clearly articulate deal strategies and value propositions with examples
- Demonstrated consultative selling approach versus transactional/product selling
- Skilled at discovery questioning that uncovers business problems, not just technical requirements
- Ability to map product features to business outcomes and quantify ROI
- Understanding of basic financial concepts (ROI, payback period, TCO)
- Experience managing complex 6-12 month sales cycles with multiple stakeholder groups, evaluation stages, and procurement checkpoints common in Higher Education and State and Local Government
- Ability to navigate public sector and higher education procurement processes, including RFPs, RFIs, RFQs, contract vehicles, legal review, and budgeting timelines
- Skilled at coordinating internal resources (SEs, CSMs, executives) effectively
- Demonstrates pipeline hygiene and forecasting accuracy
- Consistent CRM use with detailed opportunity notes
- Familiarity with MSAs, redlines, and basic contract negotiations
- Strong written communication skills for emails, proposals, and presentations
- Comfortable presenting to director-level stakeholders
- Can handle objections professionally and without defensiveness
- Emotional intelligence and ability to read room dynamics effectively
- Professional presence that quickly builds credibility
- Familiarity with workforce management, SaaS, or adjacent industries
- Technical aptitude appropriate for complex software solutions
- Ability to quickly learn and retain product knowledge
- Growth mindset and openness to feedback
- Curiosity reflected by thoughtful questions about process, product, and customers
- Strong alignment with TCP values and collaborative mindset
- Evidence of teamwork over 'lone wolf' approaches
- Realistic and resilient when facing challenges or setbacks
- Prolonged periods sitting at a desk and working on a computer
- Must be able to lift up to 15 pounds at times
- Travel up to 25%
- Previous B2B SaaS or intangible solution sales experience preferred
Benefits
- Competitive salary
- 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
- 8 hours to volunteer and impact the community
- Comprehensive benefits (Health/Dental/Vision/401K)
- Employee Choice Pre-Tax Benefit
Company Overview