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Enterprise Account Executive- Federal - Remote in DMV Arlington, Virginia, United States

June 4, 2026

TCP is committed to cultivating a diverse and inclusive team. However, we are not able to sponsor visas for this role.

About TCP (TimeClock Plus):

For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best-in-class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear - We'd love for you to join us on this journey! For more information on TCP, visit or follow us on LinkedIn or Facebook.
As a Enterprise Account Executive, you will:

Identify as a subject matter expert and advisor to prospective customers, through knowledge of current trends and topics of interest within assigned market segment(s).
Drive recurring subscription revenue via new customers within a defined territory.
Expand current account revenue via cross-sell / upsell from accounts within defined territory.
Achieve and exceed assigned sales revenue quota by targeting Enterprise account segment.
Prior experience selling to State & Local Gov’t, K12, and Higher Education a plus.
Coordinate onboarding of new customers and expansion sales with assigned CSM(s).
Conduct effective needs assessments across multiple customer groups (technical, business, executive).
Uncover client key business objectives and challenges, delivering actionable recommendations for improvement.
Communicate the features and benefits of our niche software products in a consultative manner.
Perform customized presentations and coordinate product demonstrations with Solutions Consultants.
Maintain an organized database of accounts, opportunities, and activities.
Manage, track, and forecast pipeline opportunities with accuracy.
Develop and maintain ongoing promotion of company capabilities within assigned market segments.

Requirements

Experience & Track Record

3–5 years of B2B sales experience with at least 2 years in full-cycle enterprise sales.
Proven track record closing deals in the $50K–$250K ACV range.
Consistent quota attainment (80%+ over multiple years, ideally 90%+ in the most recent year).
Experience managing 8–12 active opportunities simultaneously.
Familiarity working with buyer personas such as IT, Operations, and Finance.
References that validate both results and relationship-building capabilities.

Sales Methodology & Skills

Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks.
Ability to clearly articulate deal strategies and value propositions with examples.
Demonstrated consultative selling approach versus transactional/product selling.
Skilled at discovery questioning that uncovers business problems, not just technical requirements.
Ability to map product features to business outcomes and quantify ROI.
Understanding of basic financial concepts (ROI, payback period, TCO).

Deal Management

Experience running 3–6 months sales cycles with multiple customer touchpoints.
Ability to navigate basic procurement processes.
Skilled at coordinating internal resources (SEs, CSMs, executives) effectively.
Demonstrates pipeline hygiene and forecasting accuracy.
Consistent CRM use with detailed opportunity notes.
Familiarity with MSAs, redlines, and basic contract negotiations.

Communication & Presence

Strong written communication skills for emails, proposals, and presentations.
Comfortable presenting to director-level stakeholders.
Can handle objections professionally and without defensiveness.
Emotional intelligence and ability to read room dynamics effectively.
Professional presence that quickly builds credibility.

Industry & Product Fit

Familiarity with workforce management, SaaS, or adjacent industries.
Technical aptitude appropriate for complex software solutions.
Ability to quickly learn and retain product knowledge.
Previous B2B SaaS or intangible solution sales experience preferred.

Coachability & Culture

Growth mindset and openness to feedback.
Curiosity reflected by thoughtful questions about process, product, and customers.
Strong alignment with TCP values and collaborative mindset.
Evidence of teamwork over “lone wolf” approaches.
Realistic and resilient when facing challenges or setbacks.

Physical Requirements:

Prolonged periods sitting at a desk and working on a computer.
Must be able to lift up to 15 pounds at times.
Travel up to 25%.

Benefits

Competitive salary
20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
8 hours to volunteer and impact the community
Comprehensive benefits (Health/Dental/Vision/ 401K)
Employee Choice Pre-Tax Benefit

TCP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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