Jennifer Matthews
Pennsylvania
Summary
Solution-driven and tenacious sales leader with a high sense of urgency and bias for action. Experienced in sourcing and developing leads, driving customers to close, and managing relationships with large market customers of over 5,000 employees. Proven background in employer sales with a history of closing large, complex deals with long sales cycles while consistently exceeding quotas. Strong familiarity partnering with internal team members on account strategies for short- and long-term territory management. Able to quickly establish trusted relationships with key stakeholders and C-suite executives. Works collaboratively with channel partners to drive an efficient and consultative sales process while maintaining strong internal and external networks, leveraging relationships to prospect and close new business.
Overview
18
18
years of professional experience
Work History
Enterprise Account Executive
Betterworks
Remote, CA
07.2023 - Current
- Serve as a strategic individual contributor focused on new business development in the enterprise space, targeting organizations with 5,000+ employees.
- Own the full sales cycle from prospecting to close, engaging C-level stakeholders in consultative, value-driven conversations.
- Leverage a deep understanding of HR tech to position Betterworks’ SaaS solutions as critical tools for driving alignment, engagement, and performance across large organizations.
- Drive complex, end-to-end SaaS sales processes with multiple stakeholders and extended deal cycles, including territory planning, lead generation, needs assessment, solution presentation, pricing negotiation, and closing.
- Build and manage a robust pipeline of enterprise opportunities by identifying, qualifying, and developing key target accounts.
- Partner closely with pre-sales, marketing, and business development to craft compelling solution narratives and demand generation campaigns.
- Maintain meticulous forecasting and pipeline management using CRM and sales tools, consistently reporting against quarterly goals.
- Collaborate with cross-functional internal teams to align client goals with Betterworks capabilities and deliver tailored solutions.
- Proven track record of success as a top-performing enterprise sales executive; exceeded $1M+ in annual quota with an average deal size of $350K.
- Spearheaded growth within a newly defined territory, establishing relationships with marquee clients in retail, tech, and financial services sectors.
- Influenced revenue growth through strategic consultative selling and by cultivating executive-level sponsorships at Fortune 1000 accounts.
- Recognized internally for exceeding quota and contributing to strategic team wins during the first year of tenure.
Enterprise Account Executive
Benevity, Inc.
Calgary, Canada
01.2019 - 01.2023
- Company Overview: $45M tech company providing corporate social responsibility (CSR) and employee engagement software by helping organizations manage and track CSR initiatives, including employee giving, volunteering, grant management, and corporate matching programs.
- Recruited as sales account executive for enterprise accounts (each with over 5K employees) with responsibility for prospecting new clients through a consultative approach as a trusted partner to multiple stakeholders.
- Accountable for annual sales quota of $1M.
- Designed and executed a regional sales strategy to accelerate new client acquisition efforts.
- Recommended a structured program to reward, incentivize, and motivate team members to achieve key performance goals, resulting in improved employee engagement.
- Acted as extension of the client company throughout the long sales process and lifecycle.
- Worked with international clients throughout the East Coast and globally, cultivating a nuanced understanding of various countries' regulations and cultural differences.
- $45M tech company providing corporate social responsibility (CSR) and employee engagement software by helping organizations manage and track CSR initiatives, including employee giving, volunteering, grant management, and corporate matching programs.
- Successfully ranked 103% to plan in second year of employment and 105% to plan in final year.
- Cultivated and nurtured 11 new client relationships valued at $4.6M in ARR.
- Maintained an industry-leading 100% customer retention rate as a trusted advisor.
- Developed the Women's Affinity Group for US and global employees to ensure equitable healthcare within the organization, resulting in restructured benefits for non-Canadian employees.
Vice President of Commercial Payments
Capital One
McLean, VA
01.2017 - 01.2019
- Company Overview: $38.33B diversified financial holding company offering commercial and retail banking and credit card solutions via its subsidiaries.
- Successfully achieved and exceeded target goals of acquiring new high-net-worth clients for commercial credit payments.
- Managed and developed assigned territory using a strategic client targeting method, sales plan, and prospecting cadence in a beta program start-up payments division.
- Spearheaded the development of new processes and procedures as a key member of the startup team, playing a pivotal role in shaping the program's operational framework and success.
- Leveraged nuanced networking skills to establish and maintain relationships with key decision-makers and C-suite executives, resulting in increased sales and revenue growth for new B2B payment products.
- Developed marketing campaigns and materials, generating new leads and prospects.
- $38.33B diversified financial holding company offering commercial and retail banking and credit card solutions via its subsidiaries.
- Led the team in billed charge volume and clients sold, successfully closing over $1M in revenue.
- Closed the largest client with a daily card use of $1M.
- Leveraged financial experience and expertise to efficiently navigate stringent banking regulations.
Major Account Executive | CPA Relationship Manager
Automatic Data Processing (ADP)
Fort Washington, PA
01.2011 - 01.2017
- Company Overview: $17.66B provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax, and benefits.
- Managed mid-market and enterprise accounts.
- Cultivated and nurtured strategic partnerships with C-level executives, effectively showcasing the value proposition of ADP's solutions across various lines of Profit & Loss (P&L) statements.
- Established and fostered strong, trust-based partnerships with Health Insurance Brokers and CPAs.
- Developed and delivered comprehensive training programs for District Managers and Sales Executives to close gaps in skill or knowledge, ensuring compliance with regulatory changes related to workforce management.
- Proactively engaged with Client Services to gain a deep understanding of client's requirements, challenges, and goals, enabling the identification of tailored solutions and enhanced support.
- Provided leadership and direction for a team of 13 small business sales reps as CPA Relationship Manager.
- $17.66B provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax, and benefits.
- Achieved and surpassed the $250K sales quota within one year of employment.
- Recognized with 3x President’s Club Awards (2012, 2015, 2017) for achieving 132%, 115%, and 103% of sales quota respectively.
- Created role and was promoted to CPA Relationship Manager in 2015 after the company created a division within Small Business to develop relationships with CPAs and brokers (referral partners), resulting in a multi-million-dollar revenue boost.
Mid-Market Account Executive
Paychex, Inc.
Norristown, PA
01.2007 - 01.2011
- Company Overview: $4.6B provider of integrated human capital management solutions for payroll, benefits, HR, and insurance services.
- Cold called potential clients to grow B2B sales, achieving success through tenacity.
- Created a sense of urgency for companies to take control of their payroll systems to ensure accuracy and realize ROI by outsourcing HR operations.
- Identified prospective clients' needs and negotiated contracts to finalize the sale of services.
- Fostered strong relationships with CPAs, brokers, current clients, and financial institutions to build a solid referral network and identify and capitalize on cross-selling opportunities.
- Created strategic business plans by combining ACT and Salesforce software to maintain contact with current clients, upgrade accounts, and acquire new accounts through effective prospecting.
- $4.6B provider of integrated human capital management solutions for payroll, benefits, HR, and insurance services.
- Earned Conference Club: 2008, 2009, 2010 & 2011 and in 2009 achieved Inner Circle of Excellence Award for finishing the year in top 10% of all sales representatives nationwide.
- In running for Rookie of the Year after achieving 168% to plan during the first year of tenure.
- Qualified for 2nd Level of Diamond Club for closing over 400 new clients.
Education
Bachelor of Science - Communication and Rhetorical Studies
Syracuse University
Skills
- SaaS Solutions
- Up Selling & Cross Selling
- MEDDIC Sales Methodology
- Sales Opportunity Identification
- Performance Enablement
- Project Management & Oversight
- Employee Engagement
- Client Relationship Building
- Cross-Functional Collaboration
- Human Resources
- Innovative Problem Solving
- Root Cause Analysis
- Sales & Marketing
- Strategic Planning & Execution
- New Business Development
- Social & Emotional Intelligence
Timeline
Enterprise Account Executive
Betterworks
07.2023 - Current
Enterprise Account Executive
Benevity, Inc.
01.2019 - 01.2023
Vice President of Commercial Payments
Capital One
01.2017 - 01.2019
Major Account Executive | CPA Relationship Manager
Automatic Data Processing (ADP)
01.2011 - 01.2017
Mid-Market Account Executive
Paychex, Inc.
01.2007 - 01.2011
Bachelor of Science - Communication and Rhetorical Studies
Syracuse University
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