Innovative Employee Solutions

Role Description The Director of Sales is an individual contributor responsible for driving new business revenue for IES within target industries. This person sells EOR (Employer of Record) and AOR (Agent of Record) workforce solutions to companies of all sizes, from emerging-growth businesses to mid-market and enterprise accounts. The role is built around two core activities: - Working an existing professional network to surface and convert opportunities. - Disciplined outbound prospecting to develop new client relationships where no prior connection exists. This person runs their own pipeline from first contact through contract close. Qualifications - 10+ years of direct sales experience, with at least 3 years selling workforce solutions, EOR/AOR, staffing, HR outsourcing, or related services. - Demonstrated track record of building pipeline from scratch - not just managing assigned accounts or converting inbound leads. - Proven ability to sell across deal sizes, from smaller growth companies through large enterprise accounts, adjusting approach based on buyer maturity and complexity. - Active professional network within the contingent workforce industry with a documented history of converting relationships into revenue. - Experience selling EOR, AOR, PEO, or contingent workforce solutions is strongly preferred. - Familiarity with the regulatory landscape around co-employment and worker classification is a plus. - Comfortable navigating multi-stakeholder sales cycles and presenting to HR, Finance, Legal, and C-level audiences. - BA/BS Degree in Sales, Marketing, Business, or equivalent work experience. - Understanding of staffing industry, contingent workforce, and contract service is a must. - Familiarity with EOR/AOR workforce solutions within the contingent workforce industry is required. - Proven success in winning business through RFP responses and presentations. - Proficient in Microsoft Office products. - CRM knowledge - uses it as an active pipeline management tool, not just a documentation system. Requirements - Build and manage a qualified pipeline of prospective clients within key sectors (including Software/Technology, Gaming, Defense, and Professional and Financial Services). - Activate existing professional relationships to generate referrals, introductions, and early-stage pipeline. - Prospect net-new relationships through direct outreach, industry events, trade associations, and conference participation. - Run a complete sales cycle - discovery, needs assessment, proposal, negotiation, and close - maintaining urgency without sacrificing client fit. - Identify the right buyer within each target account (HR, Finance, Operations, C-suite) and tailor the approach to the audience. - Conduct discovery sessions to understand each prospect's workforce structure, compliance exposure, and growth trajectory, then match those needs to IES service offerings. - Achieve quarterly and annual sales targets. - Prepare proposals, RFP/RFI responses, presentations, and contracts calibrated to client size and complexity. - Negotiate and execute service agreements in collaboration with Corporate Counsel to manage risk appropriately. - Work closely with Client Delivery/Operations and Finance to ensure a smooth implementation upon sale. - Maintain accurate, up-to-date pipeline data and activity records in CRM. - Serve as a credible voice on EOR and AOR models, contingent workforce trends, employment law considerations, and joint employer liability. - Represent IES at relevant industry events, trade forums, and professional networks within the target vertical. - Provide field-level intelligence on competitive dynamics, prospect objections, and market trends to inform IES strategy. - Stay current on employment law issues and joint employment liability. Company Description

Role Description The Senior Account Manager owns the strategic relationship with an assigned enterprise client (or clients) and is accountable for client retention, satisfaction, and year-over-year growth of IES's contingent workforce. This role combines hands-on program stewardship with executive-level relationship management, business reviews, and identification of new business opportunities. Essential Job Functions - Client Relationship and Strategic Partnership: - Serve as the client's primary point of contact and strategic partner across program sponsors, hiring leaders, procurement, HR, and executive stakeholders. - Build and maintain a stakeholder map for the account; establish trusted relationships at the executive, manager, and employee levels. - Own the relationship with internal technology and client technology systems to create and enhance client deliverables. - Develop and maintain an annual account plan covering relationship strategy, service priorities, growth targets, risks, and renewal path. - Learn the client's business and translate that context into program adjustments and proactive recommendations. - Establish strong, collaborative cross-functional relationships internally to effectively serve client and worker needs. - Monthly Business Reviews: - Prepare and lead monthly business reviews with client program owners and executive sponsors. - Report on account activity and program health: requisition volume, time-to-fill, cycle time, SLA and KPI performance, supplier performance, and spend. - Surface problem areas, identify root causes, and present corrective actions with owners and due dates. - Identify opportunity areas including process improvements, spend optimization, and new use cases for IES services. - Keep the client current on IES service delivery, open items, prior commitments, and any changes in the IES team or operating approach. - Quarterly Business Reviews: - Plan, build, and deliver quarterly business reviews at the executive and program-sponsor levels. - Quantify, propose, and present value delivery objectives and opportunities over the quarter. - Brief the client on relevant regulatory and labor-market changes and pair each update with IES responses and recommended client actions. - Set and confirm quarter-ahead goals, action owners, and success measures. - Account Growth and New Business Development: - Own revenue retention and year-over-year growth targets for the assigned account; maintain and report on the account plan, pipeline, forecast, and targets. - Expand current product and service lines by identifying use cases, adoption gaps, new locations, and new business units. - Partner with Sales to drive renewals and net-new service line introductions. - Position and communicate the value of IES solutions with credibility; build business cases and document requirements. - Service Delivery and Program Oversight: - Own the end-to-end quality of the IES program for the client and hold internal teams accountable to SLAs, KPIs, contract terms, and committed deliverables. - Serve as subject matter expert on the needs of the client and how to leverage IES systems and products. - Act as an escalation point for resolution of non-routine issues; drive root-cause analysis and close the loop with the client in writing. - Partner with internal operations, payroll, technology, compliance, and finance to keep the program running cleanly. - Lead or influence VMS, CRM, and related technology configuration for the client. - Contribute to audits and ensure program compliance with client policies, IES policies, and applicable regulations. - Internal Leadership and Reporting: - Provide the VP, Client Delivery with a current view of account health, risks, revenue actuals versus forecast, and growth pipeline. - Communicate the value of additional solutions to client stakeholders; build consensus and document requirements. - Lead internal preparation ahead of MBRs and QBRs for a coordinated client experience. - Partner with internal departments and technology teams to create efficiencies between multiple systems. - Support special projects, new product rollouts, and technology enhancements that impact the assigned account. Qualifications - Bachelor's degree or equivalent combination of education and experience. - Demonstrated ability to successfully manage a portfolio of accounts and/or enterprise accounts and deliver client impact. - Extensive industry and MSP experience, Vendor Management Systems (VMS), and CRM platforms. - Extensive experience and knowledge of MSP operations, and other internal tools to enhance program performance, analytics, and reporting. - Proficient in Microsoft Office and Google Workspace; comfortable working in a remote-first environment. Requirements - IES complies with federal, state, and local rules and ordinances regarding equal opportunity, background checks, privacy, and other employment rules. - Applicants must complete and pass a background check after a conditional offer of employment. - IES adheres to federal, state, and local laws, including California's Fair Chance Reporting Act.