The Company:

We provide employee recognition and incentive solutions that help organizations motivate, recognize, and retain employees, giving employers a flexible way to send and manage rewards for recognition, wellness, performance, milestones, referrals, and other business needs. Recipients can choose from a broad selection of gift cards, prepaid cards, and merchandise.

What Makes This Role Different:

The salesperson remains responsible for the customer relationship after the sale. Customer Care and other internal teams provide support, but the Client Development Manager is expected to know the customer, remain responsive, coordinate solutions, follow through on commitments, and help ensure the program continues to meet the customer’s needs. Candidates who prefer to close business and move immediately to the next opportunity without maintaining the relationship will not be successful in this role.

The Role:

We are looking for a hands-on B2B sales professional to grow the employee rewards business by winning and retaining primarily mid-market customers. This is a full-lifecycle sales and account ownership role: you will prospect, conduct discovery, demonstrate the platform, navigate the buying process, close business, lead customers through implementation, and remain actively involved as the primary relationship owner after launch. The strongest candidate will be comfortable creating pipeline rather than waiting for leads, know how to sell business value to HR, Total Rewards, Benefits, Employee Experience, Operations, and other decision-makers, and take genuine pride in serving customers beyond the initial sale.

Responsibilities:

• Develop and maintain expert knowledge of the ‘solution platform’s’ features, functionality, and value proposition.

• Develop and maintain deep and current knowledge of industry trends and the competitive landscape to inform outreach strategy and identify new sales opportunities.

• Own the complete customer lifecycle from targeted prospecting and discovery through close, implementation, ongoing relationship management, retention, and account growth.

• Build qualified pipeline through disciplined outbound outreach, inbound lead follow-up, referrals, partnerships, and conference activity.

• Conduct effective discovery and demonstrations that connect the ‘solution platform’ capabilities to each prospect’s employee engagement, retention, recognition, wellness, or customer incentive goals.

• Manage opportunities and customer activity in HubSpot with accurate notes, next steps, commitments, and follow-up.

• Represent the company at industry conferences (minimum of 10 annually with each conference typically requiring 2-3 days of travel), including pre-event outreach, on-site conversations and demonstrations, and timely post-event follow-up.

• Collaborate closely with marketing, Customer Care, operations, accounting, and leadership while retaining responsibility for the overall customer relationship and experience.

• Serve as the primary relationship owner for assigned customers, providing responsive, proactive service, coordinating internal resources, resolving issues, and identifying opportunities to strengthen and expand each relationship.

• Maintain regular, purposeful contact with customers to understand changing needs, address concerns early, support adoption, and ensure commitments are fulfilled.

• Inform quarterly and annual planning by sharing market and customer insights, including evolving customer needs, competitive intelligence, common objections, and opportunities to improve the product and sales process.

Qualifications:

• Minimum of 3 years of successful B2B sales experience, including ownership of a full sales cycle and ongoing customer relationships.

• Demonstrated record of meeting or exceeding sales goals and the ability to clearly explain personal results.

• Strong outbound prospecting skills and experience building pipeline independently.

• Demonstrated ability to build long-term customer relationships, take ownership of customer concerns, and provide a consistently high level of service after the sale.

• Experience selling to HR, Total Rewards, Benefits, Employee Experience, Operations, or comparable business buyers, preferably within mid-market organizations.

• Ability to conduct polished presentations and platform demonstrations.

• Strong written communication, follow-up, organization, and attention to detail.

• Comfort working independently in a remote environment and collaborating with a small, fast- moving team.

• Willingness and ability to travel as required.

• Bachelor’s degree or equivalent relevant experience.

Preferred Experience:

• Employee recognition, rewards, HR technology, payroll/HCM, benefits, wellness, or employee engagement solutions.

• Experience retaining and expanding a book of mid-market customer accounts.

• HubSpot or a comparable CRM platform.

• Conference and trade show selling.

Compensation: Target salary range $75,000 to $90,000, incentive based on gross sales and recurring revenue.

Location and Work Expectations: Remote work environment. Minimum of 10 trade shows annually, with each one requiring 2-3 days of travel. Eastern, Central, or Mountain time zones viable, but Pacific time zone is not.