Role Description This role is responsible for prospecting and developing business sales relationships with potential clients and closing new and expanded sales agreements. This role at Paylocity works in a fast-paced business environment that is very competitive and quota-driven, targeting medium-sized businesses (49-499 employees). This role requires a proactive approach to identifying and pursuing new business opportunities, with a strong emphasis on independently generating activity in the field. Success is supported by a consultative sales approach, effective prospecting techniques, persistence throughout the sales cycle, and a solid understanding of the value and impact of the solution being offered. 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. Primary Responsibilities - Ability to generate net-new business opportunities, 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. Qualifications - 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 Internet. 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. Benefits - Medical, dental, vision, life, disability, and a 401(k) match. - Perks that support you, your family, and your finances. - Career development opportunities. Company 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.

• Conduct outside sales activities to achieve regional sales targets, including prospecting and closing deals with new customers across our architectural product line. • Identify and engage specialty contractors, demonstrating how Balco Architectural Products outperform competitors, and facilitate product switches through consultations and demonstrations. • Expand the wallet share of existing customers to multiple product categories, joint systems, stair nosing, entrance mats & grids, photoluminescent egress systems and additional solutions. • Build and nurture strong relationships with key accounts, distributors, contractors and the design community via in-person meetings, site visits, and networking events. • Perform product demonstrations, provide technical education on joint solutions and all architectural product offerings to address customer needs related to design requirements. • Travel regionally (up to 50% or more) to meet clients, attend trade shows, dealer meetings, and industry events to generate leads and expand market penetration. • Collaborate with internal teams to develop customized proposals, negotiate pricing and terms, and ensure seamless order fulfillment. • Track and report on sales performance, market trends, and competitive activities using CRM tools; prepare weekly, monthly, and quarterly reports. • Identify new business opportunities by analyzing local market conditions, including competition and stakeholder trends, to secure new customers and grow existing ones.

• Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal Civilian accounts • Apply a hunter’s mentality to relentlessly identify and pursue net-new logo opportunities within the territory, using creative outreach, networking, and event-based engagement • Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy • Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base • Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution • Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points • Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI • Leverage deep knowledge of the Federal Civilian market—including agency structures, procurement vehicles, and budget cycles • Nurture and expand relationships with existing customers to drive renewal, expansion, and advocacy, delivering measurable outcomes aligned to their mission objectives • Conduct executive-level presentations, product demonstrations, and business reviews that build credibility and accelerate deal progression • Partner with BDRs to develop targeted account penetration strategies, refine prospecting messaging, and ensure efficient pipeline development • Collaborate with Solution Engineers to design and deliver differentiated technical demonstrations, proofs of concept, and custom solution proposals • Work closely with Channel and Alliance Partners to co-sell, co-market, and expand Zimperium’s reach within the Federal Civilian ecosystem • Coordinate with Marketing to execute demand generation campaigns, account-based marketing (ABM) programs, and event participation strategies aligned to territory goals • Maintain a current and sophisticated understanding of the mobile security landscape, including industry trends, emerging threat vectors, regulatory developments, and the competitive solution ecosystem

• Drive sales in their respective district under the direction of the District Sales Manager • Provide product information to customers and utilize the company selling process to close sales • Develop new leads and communicate with current customers through needs analysis • Achieve goals through reaching the required number of outbound calls, emails, and other designated touch points daily • Meet and exceed assigned sales revenue and account contact goals for the territory • Develop professional sales relationships with HCPs via phone and email • Manage a large volume of inbound and outbound calls and emails daily to support customers • Process customer orders via phone/email • Utilize professional communication skills with external customers and internal departments • Keep up with Standard Process product and service information and updates • Explain and demonstrate features of products and services • Convert pre-qualified leads and generate new business with existing customers • Promote excellence by providing superior service to customers • Handle customer inquiries (product questions, costs, shipping/tracking, etc.) as they occur • Assist field sales organization on sales related activities as needed • Maintain a database of customers and leads; log and record all communication and opportunities in CRM tool • Organize and prioritize customer follow up calls • Learn industry, product, market segments, and appropriate tools to grow customers • Partner with Sales, Customer Care, Analytics, Marketing, and Finance as needed to advance the sales process • Utilize analytics and market intelligence to make confident and strategic decisions to drive business growth • Travel to regional or national tradeshows and conferences to represent Standard Process in the exhibitor booth