• Report to the Director of Commercial Sales South EMEA • Work alongside a team of Wizards that focus on our customer's business needs • Build a secure infrastructure for cloud environments • Learn customer business, ask questions, listen, and help educate

• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks • Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions • Engage channel partners in joint go-to-market motions, leveraging their reach and relationships • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns • Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security) • Act as a trusted advisor, delivering insights and value beyond the initial sale • Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value • Navigate complex, multi-stakeholder sales cycles lasting 6–12 months • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals • Develop and present compelling proposals, with a strong grasp of both technical value and business ROI • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy • Handle objections and pricing conversations with clarity, confidence, and professionalism • Consistently meet or exceed quarterly and annual revenue targets • Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior • Provide market feedback to internal teams to inform product, positioning, and roadmap priorities • Operate with urgency, professionalism, and high standards of customer care

Description WARE is one of the nation’s largest and most expansive boiler rental and service companies. A family-owned business founded in 1952, WARE has experienced continual growth for over 70 years. The company culture strongly rooted in service, growth, and generosity sets it apart, with these core values serving as the foundation of the company’s success. Steam power plays a significant role in the daily operations of many large economic sectors, such as health care, education, food and petrochemical among others, poising WARE for expansive growth for years to come. With an eye on growth, WARE is seeking an assertive, strategic Account Executive in the Marietta, GA area to add to the sales team. The successful candidates will have demonstrated strong prospecting and sales abilities, with an impressive track record of securing new long-term business, proven relationship building skills, and strong mechanical and technical aptitude. Summary The Account Executive is a persuasive leader driven to win sales and achieve measurable results. Thriving on landing new accounts, the Account Executive plays an integral role in the long-term success of the WARE brand. The Account Executive introduces prospective customers to WARE’s expert boiler and steam solutions, positioning WARE as the go-to source for all commercial and industrial boiler and steam rental and service needs. Responsibilities: - Develop and execute a sales strategy to identify and target prospects, building a network of key decision makers in a designated territory - Gather and utilize business intelligence on prospects to support sales calls, product presentations and driving new business - Design and propose innovative solutions to best fit customer’s needs and wants - Cultivate new prospects and cross-sell solutions to existing accounts, developing and maintaining mutually beneficial relationships - Mine prospective and existing clients for referral business - Turn prospects into loyal, recurring customers - Serve as the catalyst for new revenue growth, reaching assigned sales goals - Utilize negotiation skills and inspirational communication style, encouraging people to move into action - Collaborate and communicate concisely and efficiently with internal WARE support team, ensuring all necessary information is documented and transferred to flawlessly fulfill customer orders Details: - Full time - Home-based office with some travel required - Competitive base salary with generous commission - Christmas bonus - Paid vacation and holidays - Health, dental, vision and disability insurance - Opportunity for profit sharing - 401(k) with company match Requirements - Bachelor’s degree or equivalent - Five or more years of business-to-business sales experience - Proven success in prospecting new customers, pipeline development and closing deals - Demonstrated cold calling sales expertise with assertive, positive and persistent style - Exceptional communication abilities, with strong grasp of the impact of verbal, written and listening skills - Highly organized, with superb time-management skills and appreciation for details - Innovative, entrepreneurial mindset - Self-starter that thrives with day-to-day freedom and independence, keenly focused on the accountability of hitting sales goals - Successful experience in a performance-based compensation model - Strong mechanical or technical aptitude, with boiler industry background a plus - Proficiency in basic Microsoft Office software

Description Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture. While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce. We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business. As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need. With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities. Fully Remote (U.S. Only): This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements. You must be available five days per week during designated work hours. The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary. Position Overview The HCM Account Executive is responsible for prospecting and developing business sales relationships with potential clients and closing new and expanded sales agreements. The HCM Account Executives at Paylocity work in a fast-paced business environment that is very competitive and quota-driven, and targets medium sized businesses (49-499 employees). The best HCM Account Executives are hunters, capable of creating their own activity in the field and constantly looking for that next sale. A strong predictor of success for an Account Executive is someone who incorporates a consultative approach to their sales technique, has exceptionally good prospective skills, the ability to be persistent, and has a passion for what is being sold! The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Primary Responsibilities - Ability to generate net-new business opportunities on a consistent basis, leveraging the company’s expertise, industry profile, and knowledge of the industry - Schedule and present Paylocity services with prospective clients - Prepare and present proposals and provide appropriate follow-up throughout the sales process. - Organize, complete and obtain documentation required for clients to move to Paylocity system. - Work directly with internal departments to ensure smooth transition for client - Using initiative, develop prospects through telemarketing, referrals, professional and personal contacts and other sources. - Build and maintain relationships within the Broker channel as well as other referral sources - Maintain contact with existing customers to determine needs for additional services. - Attend trade shows, conferences and other events to promote Paylocity services. - Meet or exceed quarterly and annual sales quota for your territory. - Other duties as assigned Education and Experience - HS diploma or equivalent required. College degree strongly desired - 3-5 years’ experience in a sales position - Ability to succeed in a competitive environment - Ability to maintain high activity standards - Proven track record of sales success - Critical thinking and decision-making skills required in order to handle objections and unexpected - situations that may arise throughout the sales cycle - Customer service orientation - Strong presentation skills - Strong written and oral communication skills - Strong organizational and time management skills - Proficiency with MS Office applications and the Intern Physical Requirements - Mobility required for sitting, standing and walking - Mobility required for driving to prospective client sites - Manual/finger dexterity required in both hands to operate computer keyboard and manipulate small objects - Sensory ability required to see, hear and touch - Mental effort required for reading, writing, visualization, calculation and analysis - Job duties usually performed in an office environment with uniform temperatures and normal air conditions Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better. We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers. We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact accessibility@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed. The base pay range for this position $61,300 - $85,000 /yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan and offers a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers. Your personal data will be processed for recruitment purposes in accordance with our Notice of Privacy Practices for Job Applicants and applicable data protection laws.