Go-To-Market Associate

Who We Are:

ExtensisHR, one of the largest and fastest-growing Professional Employer Organizations (PEOs) in the U.S., is seeking dynamic professionals to join our team. If you're passionate about making a meaningful impact and helping businesses grow by simplifying HR, we want to hear from you. Our comprehensive offerings include personalized services in HR, employee benefits, retirement plans, payroll and taxes, employer risk, compliance, and employee management. We manage over $3 billion in employment-related costs annually and pride ourselves on delivering exceptional customer service.  Learn more at www.ExtensisHR.com. 

Who You Are:

The Go-To-Market Associate (MRA) sits within Marketing and owns marketing-sourced, intent-scored leads from first response through Sales Qualified Lead (SQL) handoff. This role is often the first human interaction a prospect has with ExtensisHR and is responsible for responding quickly, conducting thoughtful discovery, removing friction, and determining whether a prospect is ready for a qualified sales conversation. The position supports ExtensisHR's personalized, white-glove service model while strengthening the connection between Marketing and Sales.

What You'll Do:

• Proactively contact marketing-sourced leads by phone, email, LinkedIn, and other channels within established speed-to-lead service levels after they reach defined scoring thresholds.
• Conduct structured discovery conversations to understand company size, current HR and payroll practices, business challenges, timeline, and decision-making process using qualification methods adapted for the PEO buying cycle.
• Identify the prospect's buyer persona and tailor the conversation to the individual's priorities, including return on investment, total cost, compliance, benefits, scalability, and operational support.
• Recognize and respond to high-intent signals, including compliance or audit concerns, benefits-related employee issues, PEO contract renewals, open enrollment needs, funding events, and hiring plans.
• Manage and nurture leads that are not yet sales-ready through timely, value-added outreach using relevant content, compliance resources, return-on-investment tools, and case studies.
• Provide Marketing with lead-scoring feedback and field insights to help refine scoring thresholds, nurture content, and outreach strategies.
• Use seasonal and trigger-based messaging, including open enrollment, annual compliance changes, and year-end payroll or ACA reporting, to keep prospect engagement timely and relevant.
• Convert qualified prospects to SQLs and provide Sales with complete handoff information, including buyer persona, business needs, objections, urgency, and other relevant context.
• Partner with Sales on handoff service levels, feedback loops, opportunity acceptance, and closed-lost reasons to continuously improve qualification criteria.
• Apply ideal customer profile and disqualification criteria consistently, including employee-count, business-structure, solution-fit, and risk-profile considerations.
• Represent the ExtensisHR brand in every interaction through warm, confident, specific, and solutions-oriented communication that begins with understanding the prospect's needs.
• Maintain working knowledge of ExtensisHR's service model, technology, certifications, and differentiators and communicate them accurately and professionally.
• Track lead activity, qualification details, status, and next steps accurately in the applicable customer relationship management and marketing automation systems.

AI Utilization and Literacy:

A key function of this role includes the effective use and understanding of artificial intelligence (AI) tools and technologies to enhance productivity, decision-making, and overall performance. This position is expected to maintain awareness of emerging AI applications relevant to their responsibilities, apply AI tools ethically and effectively, and continuously develop their AI proficiency.

What You Bring:

Qualifications

• One to three years of experience in an SDR, BDR, MDR, inside sales, lead-generation, or related role; experience in B2B SaaS, HR technology, benefits, payroll, or professional services is preferred.
• Ability to manage performance expectations related to response speed, outreach volume, conversion, and qualification quality.
• Strong consultative communication skills with the ability to build trust, ask effective questions, and adapt messaging for varied business audiences.
• Strong organization and pipeline-management skills, with the ability to prioritize leads at different intent levels and maintain consistent follow-up.
• Comfort using or learning customer relationship management, marketing automation, lead-scoring, and sales-engagement platforms.
• Strong interest in small-business challenges, including compliance, benefits competitiveness, multistate operations, turnover, and growth.
• Resilience, curiosity, and coachability, with the ability to respond constructively to objections and changing priorities.
• Familiarity with PEO, HRO, HCM, or co-employment concepts is preferred.
• Experience qualifying prospects using firmographic criteria such as employee count, revenue band, and industry fit is preferred.
• Exposure to account-based marketing or intent-data tools, such as 6sense or Bombora, is preferred.

Competencies

• Customer and prospect focus
• Consultative communication and active listening
• Business acumen and curiosity
• Lead qualification and sound judgment
• Relationship building and collaboration
• Planning, organization, and follow-through
• Adaptability, resilience, and coachability
• Data accuracy and process discipline
• Professionalism and brand representation

Physical Demands

• • Ability to sit or stand for extended periods while performing desk-related tasks.
  • Prolonged use of a computer, keyboard, and mouse, requiring repetitive motion.
  • Ability to lift and carry office supplies or equipment up to 20 pounds.
  • Occasional bending, reaching, and twisting to retrieve files or supplies.
  • Ability to walk throughout the office, including moving between different departments or meeting rooms.
  • Ability to communicate effectively in person and via phone or video conferencing.
  • Ability to focus and maintain attention for long periods while working on various tasks.
  • Must be able to communicate effectively in both verbal and written form.
  • Occasional travel may be required.
  • The work environment is typically quiet and climate-controlled, with standard office equipment available.
  • This role may be performed in a hybrid or remote setting, depending on business needs and employee accommodation.

What We Offer:

Position Salary:

50k-65k

Effective 06/1/2025 NJ passed a Pay Transparency Law which requires NJ based hiring to include a compensation range on each job posting. This compensation range is presented in good faith for candidates that are hired in these roles will be presented a salary within the range stated on the job posting.

At ExtensisHR, we recognize there are many factors that influence your overall satisfaction both at work, and in your personal life. Under our You Supported program, we provide a perfect mixture of compensation, benefits, company culture, and resources to our employees that help you reach a happier, more balanced life. Some of these offerings include: 

• Competitive compensation and performance-based incentives. 
• Progressive Paid-Time Off Program, including volunteer and life event leave. 
• Group Medical, Dental, Vision, and Life insurance from day one. 
• 401(k) with company match. 
• Voluntary benefits including 529 College Savings, Home & Auto insurance, pet care, and more. 
• Student loan assistance program. 
• Onsite Wellness Rooms and free Headspace meditation app access. 
• Extensive professional development and career advancement programs. 
• Employee Referral Program. 
• Discounts in retail and entertainment. 
• Social and community outreach committee for inclusive culture and networking. 
• Complimentary coffee and snacks when in the office. 

ExtensisHR is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. 

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