TCP Software

• Lead value discovery. Run discovery sessions with prospects and customers to uncover labor cost, compliance, and operational pain points that TCP solutions address. • Build ROI models and business cases. Quantify savings from reduced overtime, automated timekeeping, improved schedule adherence, and lower compliance risk, and tie those outcomes to specific TCP products. • Present to executive buyers. Deliver business cases to finance, operations, and HR leaders, and translate complex data into clear, persuasive narratives that move deals through executive review. • Partner across the sales cycle. Work alongside Account Executives and Solutions Consultants on strategy for complex, multi-stakeholder opportunities, and equip sellers with value tools, templates, and talk tracks. • Benchmark the opportunity. Compare prospect metrics against industry standards to frame the size of the problem and the value of solving it. • Collaborate cross-functionally. Work with product, marketing, and finance to sharpen value messaging, and capture realized customer outcomes to build proof points and references. • Build the practice. Maintain a library of value models, case studies, and benchmarks, and coach sellers on value-based selling methods so the discipline scales across the enterprise segment.

• 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.

Role Description 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. 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%+ 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. Requirements - 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. 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%. 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.

• Partner with enterprise AEs to build account plans that define target personas, buying committees, and engagement priorities for top accounts • Develop account intelligence briefs that arm sales with relevant company context, business challenges, and buying signals before prospect outreach • Maintain and refine target account lists in coordination with sales leadership and revenue operations • Track account engagement signals and surface insights that help reps prioritize outreach timing • Design account-specific campaigns and work with the appropriate teams to launch programs across email, paid media, direct mail, and other channels all built around the account's unique context and stage in the buying cycle • Build personalized content assets (one-pagers, landing pages, executive briefs, etc.) tailored to specific accounts, industries, and buyer personas • Work closely with our events team to coordinate executive-level engagement programs such as invitation-only dinners, roundtables, and field events tied to key target accounts • Manage gifting, direct mail, and physical touchpoint programs that create meaningful moments in target accounts • Act as the primary marketing partner for the enterprise sales team and attend deal reviews, account strategy sessions, and QBRs • Work with the product marketing team to build and maintain a library of account-specific sales tools including personalized pitch decks, ROI calculators, and industry-specific proof points • Coordinate with product marketing to ensure enterprise messaging and positioning aligns with what sales is hearing in the field • Brief sales reps on active campaign touches so they can engage accounts at the right moment with the right context • Track ABM program performance against pipeline influence, account engagement, and progression metrics • Report regularly on account-level engagement to sales and marketing leadership • Continuously test and iterate on messaging, channels, and tactics to improve account penetration and deal velocity

Role Description As Enterprise Marketing Manager, you will be critical in driving revenue growth by developing and executing strategic marketing programs that generate and accelerate the pipeline for our large-customer segment. You will partner with our marketing managers to drive account-based marketing (ABM) initiatives and collaborate closely with our sales and account management teams to ensure a seamless alignment between marketing and outbound sales efforts. This role requires a strategic thinker with a passion for data-driven marketing and a strong ability to build relationships across teams. This position reports to the Vice President of Demand and Marketing Operations. What you’ll be doing - Develop and Execute ABM Campaigns: Design and implement personalized, multi-channel ABM campaigns targeting high-value enterprise accounts in coordination with sales and product teams. - Collaborate with Sales: Work with the enterprise sales team to identify target accounts, understand sales goals, and drive alignment between marketing and sales strategies. - Lead Nurture & Pipeline Acceleration: Create content, offers, and messaging to engage and nurture key decision-makers at target accounts, driving them through the sales funnel and accelerating the buying process. - Marketing Program Management: Oversee the creation and execution of demand generation programs (webinars, email campaigns, digital ads, etc.) aimed at building awareness and generating qualified leads. - Measure & Optimize Campaigns: Track performance metrics (pipeline generation, engagement rates, conversion rates), analyze campaign effectiveness, and optimize based on data to maximize ROI. - Cross-functional Collaboration: Partner with product marketing, content, operations, and external vendors to ensure timely and impactful delivery of marketing assets. - Marketing Technology & Tools: Leverage marketing automation platforms (e.g., Marketo, DemandBase) and CRM systems (e.g., Salesforce) to drive effective targeting, reporting, and execution. How your success will be measured - Target Account Reach and Engagement - Pipeline and Revenue created within the segment - Campaign ROI – Demonstrating a clear return on investment from your marketing programs through detailed reporting and optimization efforts. - Execution Efficiency – Ability to manage projects effectively and meet deadlines while maintaining quality standards across marketing initiatives. Qualifications - 3-5 years of B2B marketing experience, preferably in SaaS or technology companies, with a focus on enterprise marketing and pipeline generation. - Proven experience in designing and executing ABM strategies that drive engagement and revenue within large, complex organizations. - Demonstrated success in working closely with sales teams to drive pipeline, enhance lead quality, and improve overall marketing-sales alignment. - Ability to develop and manage multiple marketing initiatives simultaneously, with strong attention to detail and deadlines. - Comfort with data analysis, reporting, and optimizing campaigns based on key performance indicators (KPIs). - Hands-on experience with marketing automation platforms (e.g., Marketo, DemandBase) and CRM systems (e.g., Salesforce). - Ability to craft compelling messages for diverse audiences and work effectively across departments and levels of the organization. - A collaborative mindset and proven ability to work in a fast-paced, dynamic environment with cross-functional teams. - You balance right-brain creativity with left-brain analytical thinking. - You have a growth mindset and embrace constructive feedback about your work. 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 10%. Benefits - Competitive salary plus uncapped commission. - 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). - The work/life set up you need to be successful. - Employee Choice Benefit.

• Identify as a subject matter expert and advisor to prospective customers, through knowledge of current trends and topics of interest within assigned market segment(s). • Drive recurring subscription revenue via new customers within a defined territory. • Expand current account revenue via cross-sell / upsell from accounts within defined territory. • Achieve and exceed assigned sales revenue quota by targeting Enterprise account segment. • Prior experience selling to State & Local Gov’t, K12, and Higher Education a plus. • Coordinate onboarding of new customers and expansion sales with assigned CSM(s). • Conduct effective needs assessments across multiple customer groups (technical, business, executive). • 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 and maintain ongoing promotion of company capabilities within assigned market segments.

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.  As a Software Engineer III, you will:   - Work collaboratively to develop software using modern software development principles and state of the art technologies in a cross functional agile development environment using C++ and Qt framework.  - Design, develop, test, and document object-oriented embedded systems, firmware, and device-level applications.   - Deliver quality code based on unit and automated acceptance tests.   - Review, define, analyze, and improve detailed specifications and implement feature development.   - Ensure that development/integration documentation is adequate, complete, and published.   - Work on test automation to help insure fast delivery of quality products.   - Participate in peer-reviews of code and offer suggestions in line with best-practice design patterns.   - Will operate independently, while continuing to learn and grow technically   - Continually growing capabilities and strengthening independence, writing software, analyzing and solving complicated problems  - Create and maintain build root for Linux system.  - Maintain update pipelines for releasing firmware and OS updates.

• Direct, manage and drive a Mid-market sales team leading to double digit growth goals (net ARR)  • Help evolve TCP’s Mid-Market go-to-market strategy, including, but not limited to, improving the company’s sales process discipline and methodology, win-rates, account-based selling, inbound and outbound selling motion, growing/developing your team, and leveraging KPI and metrics to measure and track progress  • Understand products, customer needs, competitors, industry issues and trends, then continually refine message, positioning, product demos, and sales tools to maximize success  • Identify and pursue new markets and verticals for commercial expansion; assess opportunities for leveraging partners  • Collaborate with cross-functional peers, particularly across the Marketing and Product organizations  • Build a winning culture

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 a Mid-Market Sales Manager, you will:   - Direct, manage and drive a Mid-market sales team leading to double digit growth goals (net ARR)   - Help evolve TCP’s Mid-Market go-to-market strategy, including, but not limited to, improving the company’s sales process discipline and methodology, win-rates, account-based selling, inbound and outbound selling motion, growing/developing your team, and leveraging KPI and metrics to measure and track progress   - Understand products, customer needs, competitors, industry issues and trends, then continually refine message, positioning, product demos, and sales tools to maximize success   - Identify and pursue new markets and verticals for commercial expansion; assess opportunities for leveraging partners   - Collaborate with cross-functional peers, particularly across the Marketing and Product organizations   - Build a winning culture

- Own and improve the systems, processes, and data that support marketing execution and performance measurement. - Serve as the primary marketing operations lead for Salesforce, Marketo, Demandbase, and LeanData ensuring strong integration, clean data flow, and reliable reporting across the funnel. - Build, manage, and optimize lead lifecycle processes, scoring models, routing logic, nurture flows, campaign setup, and automation programs. - Partner with RevOps to improve lead management, funnel visibility, handoff quality, and alignment across teams. - Develop and maintain dashboards, reporting, and analysis that provide clear visibility into campaign performance, pipeline contribution, conversion, velocity, and ROI. - Drive database health and data governance, including segmentation, enrichment, deduplication, normalization, and process discipline. - Evaluate, implement, and optimize tools and platforms that improve orchestration, account-based marketing, and operational efficiency. - Identify gaps, inefficiencies, and manual work in our martech stack, then implement improvements that increase scale, speed, and accuracy. - Help modernize our marketing technology ecosystem to better support AI-driven segmentation, personalization, automation, and performance optimization. - Create and document scalable processes, standards, and best practices for campaign operations, QA, reporting, and cross-functional workflows. - Translate data into insights and recommendations that help improve marketing performance and support better decision-making.