Account Executive - Core Mid Market (New Business)

ADP; Gildersome; On-site; GBP 60,000 - 90,000; Full time

Job summary

ADP is seeking an Account Executive in the Core Mid Market. You will source new business, run ROI-focused discussions, and apply MEDDICC to qualify opportunities while collaborating with internal ADP teams to deliver tailored payroll and HR solutions.

The role emphasizes value-first selling and managing a broad range of stakeholders across organisations. You will lead with ROI-driven propositions, build a robust pipeline, and take accountability for outcomes, shaping territory plans and

Qualifications

• Experience selling SaaS, technology or HR services.
• Proven ability to self-source pipeline and manage complex sales cycles.
• Leads with value and ROI-driven solutions.
• Familiar with MEDDICC or similar frameworks.
• Accountability and ability to challenge client processes.
• Strong networking and multi-threading skills.

Responsibilities

• Self-source and develop a pipeline of new business opportunities.
• Lead conversations with value propositions tailored to client needs.
• Conduct discovery and ROI analyses.
• Apply MEDDICC to qualify and prioritize opportunities.
• Own the sales pipeline and outcomes.
• Challenge client buying processes to accelerate decisions.
• Collaborate with ADP teams and resources.
• Multi-thread accounts across stakeholders.
• Run discovery sessions to uncover pain points.
• Collaborate with leadership to execute territory plan.
• Maintain data in ADP CRM per processes.

Skills

Pipeline ownership

Value-based selling

MEDDICC

Account management

Networking

Multi-threading

Job description

Account Executive - Core Mid Market (New Business / Field Sales)

Job Purpose

With full scope to sell across ADP's Payroll and HR solutions, this role also provides the infrastructure, presence and brand for sales professionals to have true, global conversations with organisations. As a Core Mid-Market Account Executive, you will focus on new business opportunities within companies ranging from 350 to 999 employees. You will be responsible for self-sourcing your pipeline, leading with value-based selling, and driving discovery to build and deliver clear ROI for prospects. Your role requires a proactive, accountable approach to challenge existing buying processes and create new projects where none currently exist. You will utilize MEDDICC methodology to qualify opportunities effectively and multi-thread within organizations to ensure broad engagement. Networking internally and leveraging ADP's resources will be key to your success. With a world class induction programme, a leadership team offering best-in-breed expertise built from within ADP and the wider industry, and over 75 years of heritage and capability, the role offers the perfect platform for sales professionals to succeed and develop. This will involve being able to collaborate and orchestrate a leading team of expertise and resource to identify and address client needs in an evolving landscape of people management.

KEY RESPONSIBILITES

• Self-source and develop a robust pipeline of new business opportunities within your territory
• Lead conversations by articulating clear value propositions tailored to client needs.
• Conduct thorough discovery and analysis to build business cases demonstrating ROI.
• Utilize MEDDICC qualification framework to assess and prioritize opportunities.
• Take full accountability for your sales pipeline and outcomes
• Challenge and influence client buying processes to accelerate decision-making
• Identify and create new projects or initiatives within client organizations where none currently exist
• Network internally across ADP teams and leverage resources to support sales efforts.
• Multi-thread accounts by engaging multiple stakeholders across functions and levels.
• Run detailed analysis and discovery sessions to uncover client pain points and opportunities.
• Collaborate with sales leadership to define and execute your territory plan.
• Maintain accurate data in ADP's CRM and adhere to defined sales processes

What We're Looking For

• Previous sales experience of a service-based offering (process and / or solution) - SAAS, technology, or HR related
• Proven experience in self-sourcing pipeline and managing complex sales cycles.
• Strong ability to lead with value and deliver ROI-based solutions.
• Familiarity with MEDDICC or similar qualification methodologies.
• Track record of accountability and challenging client processes.
• Excellent networking and multi-threading skills

A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.

Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP

ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP's operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.

Ethics at ADP

ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. https://jobs.adp.com/life-at-adp/ to learn more about ADP's culture and our full set of values.