Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.
Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for six years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it.
Position Description:
KPA is experiencing significant growth and, as such, we are growing our sales team to accelerate that even further. The Account Executive is a strategic member of the sales team, responsible for helping KPA achieve top-line revenue growth by identifying and closing new sales opportunities. It’s an exciting opportunity where the market is enormous and either untapped or occupied with large, unwieldy incumbents.
It’s our belief that with a sales team of smart and hungry individuals, we can take a large market share over the course of just a few short years.
The role is focused on selling KPA’s Risk Management Center (RMC) compliance software and value-added services portfolio into the Insurance Industry (primarily to insurance brokers and carriers). Our software serves as a growth and retention tool in the Insurance Industry by delivering our clients the ability present day to day employer solutions to their clients/insureds. The Risk Management Center platform acts as a central hub of activity for employers seeking an adaptable, quick-to-implement solution featuring built-in best practices that accelerate business processes for compliance and risk professionals. This role will also facilitate introductions to KPA’s Flex referral program through new and existing broker/carrier engagements. This is a challenging, exciting role that will test your sales skills, strategic thinking capabilities, and resilience.
Responsibilities:
- Own the business plan for all Insurance efforts for KPA closing sales with existing clients and new logo targets
- Actively prospect for new opportunities within the assigned vertical and act on inbound leads with urgency
- Build and maintain a pipeline that is 4x annual quota target
- Effectively manage the full sales-cycle, including contract generation and other deliverables required to close new business
- Prioritize opportunities and coordinate internal KPA resources to provide the best client experience
- Develop and execute a comprehensive business plan
- Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting
- Rapidly become proficient in the value proposition of KPA’s offering and demonstrate the ability to deliver that message in person, via webinar and by phone
- Actively participate in team meetings, share best practices, and maintain a positive, team player attitude
- Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term KPA strategy
Success Criteria:
- Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale. KPA is growing and we are all ready to celebrate your successes in sales
- Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.
- Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.
- Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success
- Technical. You have used Salesforce and can sell services and software to buyers in the Insurance Industry
Knowledge, Experience, Requirements:
- Generally, 5-7 years of quota carrying sales experience, particularly in a B2B SaaS environment
- Experience selling into the insurance, manufacturing, construction, transportation, and/or energy industries a plus.
- Experience selling a more complex sales cycle that involves Risk Management, Sales Leadership, Operations, and the C-Suite
- Possess Grit, Discipline, and Competitive Drive
- High intensity and drive to achieve immediate results, meeting and exceeding sales targets
- Discovery Skills: can lead a conversation to uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information
- Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points.
- Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)
- Positive attitude and a team player
Compensation:
- Base Salary plus Uncapped Commission
- Annual Base Salary Range of 85k-105k
- Annual On Target Earnings Range of 165k-185k
Physical Requirements
- Physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Visual Recognition - Constantly
- Stationary sitting or standing position - Constantly
- Working at a computer typing and view a screen - Constantly
- Speaking, Hearing, and Listening - Often
- Travel (local) - Seldom
Don’t meet every job requirement? At KPA, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
As a growing company KPA values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.
About KPA
Founded in 1986, KPA is a leading provider of Environment, Health & Safety (EHS), and Workforce Compliance software and consulting services. KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA's software, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what's important—their core business.
We are passionate about what we do, how we do and why we do it. Our culture is driven by the KPA core values – Integrity, Helpful, Excellence, Agile, Respectful, and Teamwork. Success will be determined by the capabilities, energy and character of the people we bring into our organization and the performance they achieve.
KPA, with headquarters in Colorado and teammates throughout the United Sates, is recognized as one of Colorado's Best Midsize Places to Work by Built In Colorado for 2024.
“To be ranked in Built In’s Best Places to Work Awards is a recognition of KPA’s dedication to creating a team of outstanding professionals and our efforts to create a positive and safe workplace culture for everyone,” said Chris Fanning, KPA President and CEO. “I believe we’ve developed a high caliber organization comprised of passionate people who are experts in their respective fields and deliver great value to our customers.”
KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
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