Strategic Sales Executive

Who We Are

As the largest privately held service provider in our industry, Thomas & Company stands at the forefront of delivering innovative and comprehensive solutions that help businesses optimize their operations and manage critical aspects of human resources.

We specialize in offering unmatched unemployment cost control, employment verification, and tax credit services, all designed to reduce financial risk, streamline processes, and drive cost efficiency for our clients.

Our Culture

We believe that success starts with people. We are committed to fostering a culture of innovation, collaboration, and growth. Our mission is to empower our employees to thrive both professionally and personally, offering an environment where creativity and diverse ideas flourish.

We are not just a company-we are a community of passionate individuals dedicated to making a real impact. From dynamic team-building opportunities to leadership development programs, Thomas & Company invests in its people at every level. Our supportive workplace is built on the foundation of our core values a shared vision for enabling success.

Our winning culture has earned recognition as a five-time Tennessean Top Workplace and a three-time (and counting) USA Today Top Workplace. Whether you're looking for a challenge, a place to grow your career, or a team that values your contributions, Thomas & Company offers endless opportunities to make a difference.

Join us and become part of a team where your ideas are heard, your potential is recognized, and your career can truly flourish.

The Position

The Strategic Sales Executive is responsible for driving new business growth for Thomas & Company's unemployment cost control, employment verification, and tax credit services. This role identifies, qualifies, and develops prospective clients, leads consultative sales conversations, builds strategic business cases, and manages opportunities through contract execution.

The position partners closely with Sales leadership and internal stakeholders to align client needs with Thomas & Company solutions and achieve revenue goals.

Essential Duties and Responsibilities

• Meet or exceed annual sales goals established by the company
• Partner with Sales leadership to develop, manage, and execute new business opportunities
• Identify, research, and qualify prospective clients to build and maintain a robust sales pipeline
• Develop targeted outreach strategies to secure introductory meetings with prospective clients in preferred industries
• Lead introductory and discovery meetings with prospective clients, whether remotely or on-site
• Assess prospect needs, gather relevant business information, and identify opportunities to align Thomas & Company solutions with organizational objectives
• Cultivate long-term relationships with senior-level stakeholders through strategic engagement and consultative selling practices
• Own assigned mid-market opportunities from initial qualification through contract execution
• Develop business cases that demonstrate the value and return on investment of company services and support stakeholder buy-in within prospective client organizations
• Develop tailored sales presentations and account-based strategies that connect prospect needs to the company's value proposition
• Collaborate with the VP of Sales, Chief Revenue Officer, and cross-functional stakeholders to finalize deal terms, pricing, scope, and contract documentation
• Maintain accurate prospect, account, and opportunity information in Salesforce and provide regular updates to Sales leadership
• Partner with prospective clients and internal stakeholders to facilitate contract execution and successful deal closure
• Represent Thomas & Company at trade shows, industry events, client meetings, and other business development activities as requested
• Collaborate with Sales leadership and internal stakeholders to develop sales strategies, marketing materials, client references, and business development resources
• Assist with special projects and perform other duties as assigned

Required Qualifications

• Associate degree required; bachelor's degree preferred
• 2-5 years of direct sales experience, preferably selling business-to-business solutions to corporate clients
• Experience with consultative, solution-based sales methodologies
• Ability to travel up to 25% or as needed to develop opportunities and achieve sales goals
• Understanding of unemployment cost control, employment verification, tax credit services, or related employer service solutions preferred
• Equivalent combination of education and relevant experience may be considered

Special Considerations and Prerequisites

• Ability to exercise discretion and maintain the confidentiality of sensitive company, client, employee, and business information
• Maintain professional and collaborative working relationships with clients, prospects, colleagues, leadership, and other business partners
• Strong organizational skills, attention to detail, and the ability to effectively manage multiple priorities
• Ability to demonstrate reliability, accountability, responsiveness, and sound judgment in fulfilling assigned responsibilities
• Demonstrated success meeting or exceeding sales goals through a strategic, consultative, and solution-oriented approach
• Ability to identify, develop, and advance long-term sales opportunities through market insight, business acumen, and client needs analysis
• Skilled at understanding complex business challenges and recommending tailored solutions that deliver measurable value
• Ability to build trusted relationships with senior-level stakeholders and serve as a credible advisor to prospective clients
• Strong verbal and written communication skills, including the ability to articulate value propositions, influence decision-makers, and facilitate executive-level discussions
• Effective networking, negotiation, relationship management, and presentation skills
• Experience presenting business solutions to C-level and VP-level leaders within Human Resources, Payroll, Tax, Finance, and related functional areas
• Ability to collaborate across departments to support effective sales strategies, client solutions, and successful deal execution
• Highly self-motivated, results-driven, adaptable, and capable of working independently while contributing to team objectives
• Must be able to perform the essential functions of the position with or without reasonable accommodation