Enterprise Account Executive - SLED

TCP Software; United States; Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

Competitive salary

20 Days PTO + 13 holidays

8 hours volunteered time

Health/Dental/Vision/401K

Employee Choice Pre-Tax Benefit

Job summary

TCP Software in the United States is seeking an Enterprise Account Executive focused on Higher Education, State, and Local Government. You will serve as a trusted advisor, understand workforce management challenges, and drive subscription revenue in a defined territory.

You will navigate public sector procurement, conduct needs assessments with IT, HR, payroll, and finance, and coordinate product demonstrations with Solutions Consultants.

Qualifications

• 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%+).
• Experience managing 8–12 active opportunities simultaneously.
• Familiarity with buyer personas in public sector or education environments.

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

B2B sales

Public sector sales

Solution selling

Needs assessment

Stakeholder management

CRM

Job description

TCP is committed to cultivating a diverse and inclusive team. However, we are not able to sponsor visas for this role.

About TCP (TimeClock Plus)

For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best-in-class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear – We’d love for you to join us on this journey! For more information on TCP, visit www.tcpsoftware.com or follow us on LinkedIn or Facebook.

As an Enterprise Account Executive focused on Higher Education, State, and Local Government, you will:

• 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.

Experience & Track Record:

• 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.

Sales Methodology & Skills:

• 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).

Deal Management:

• 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.

Communication & Presence:

• 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.

Industry & Product Fit:

• Familiarity with workforce management, SaaS, or adjacent industries.
• Technical aptitude appropriate for complex software solutions.
• Ability to quickly learn and retain product knowledge.
• Previous B2B SaaS or intangible solution sales experience preferred.

Coachability & Culture:

• 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.

Physical Requirements

• 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%.

TCP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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.