Louis Carter on what we're looking for in a B2B sales closer at Most Loved Workplace®.
Why this role exists
Most Loved Workplace® helps companies earn credible workplace certification and use their recognition, badging and employer brand to strengthen how employees, candidates, customers and the market perceive their organization. We're looking for proven B2B salespeople who can reach senior decision-makers, create urgency, communicate business value, overcome objections and close $15K–$70K deals. You don't need previous workplace-certification experience. You do need evidence that you can prospect, sell and close.
What you'll do
- Work the targeted company and decision-maker lists we provide, reaching HR leaders, CHROs, Heads of People, CMOs and CEOs
- Turn assigned targets into qualified conversations through cold calls, email, LinkedIn and any channel that gets a response
- Run meetings from first contact through signed agreement
- Sell the business value of certification, badging, recognition and employer-brand solutions — not a software demo
- Qualify and close new business using MEDDIC or a comparable disciplined sales process
- Prequalify certification eligibility using our Certification Checker and proprietary tools
- Present the right Most Loved Workplace® certification package aligned to the value the client defines
- Close paid deals in the $15K–$70K range
- Own pipeline, forecast and revenue
- Maintain rigorous HubSpot CRM documentation — next steps, call notes, account stages, AI-enhanced insights
- You must be able to prospect AND close. We provide targeted accounts and contacts, but you are responsible for turning those targets into revenue.
What we measure you on
- Ramp to 4–5 certifications closed per month; 8–10 for top performers
- Consistent daily outbound activity against the assigned target list
- Clean, actionable MEDDIC qualification on every deal
- Consistent pipeline coverage
- Clear forecast ownership and deal control
What you bring
- 3+ years of proven B2B new-business sales with a documented record of closing $15K–$70K deals
- Proven ability to turn targeted accounts and contacts into executive conversations through direct prospecting
- Experience selling marketing, advertising, media, recruiting, HR solutions, professional services, sponsorships, certifications, memberships or other intangible business solutions is highly relevant
- Strong executive presence with HR, marketing and C-suite leaders
- Experience running MEDDIC or similar qualification
- Comfort driving urgency and yes/no decisions — no fear of objections, pricing or rejection
- Excellent organization, discipline and CRM rigor (HubSpot preferred)
- Agility in a fast-moving small company — adapt, iterate, improve
- Nice to have: HR tech, professional services, compliance, certification or advisory sales
How to apply
Apply with a short summary of deals you've closed in the $15K–$70K range and one example of how you turned a targeted account into a conversation and closed the revenue. Compensation: competitive base ($55K–$70K), uncapped commission per deal closed, accelerators over quota, health/dental/vision, and 401(k) with match after one year. Career path to Senior AE and Sales Lead. This is an on-site role in Palm Beach Gardens, Florida. If you need warm leads, an SDR handoff, heavy hand-holding or founder presence on calls, please don't apply.
Best Practice Institute is an equal opportunity employer. We hire on the basis of operational excellence, customer empathy, and what you can demonstrate you've delivered.