Today we’d like to introduce you to Kendall Sale.
Hi Kendall, we’d love for you to start by introducing yourself.
My career journey has been anything but linear—it’s been more like a roller coaster designed by someone who really likes plot twists. I spent years bouncing between companies with poor culture and toxic leadership, and that took a serious toll on both my happiness and my mental health. I’ve struggled with depression and anxiety for a long time, and being in environments that drained me instead of filling me up only made those battles harder.
But there was always one constant: I knew sales was where I belonged. I joke that I can walk into any room and walk out with a new best friend, and luckily that superpower translates beautifully in sales. About ten years in, in 2020, I found my way into the payroll industry—and that was my first “oh, this actually feels right” moment. Helping small and mid-sized businesses simplify payroll and HR was deeply fulfilling. For once, I wasn’t just hitting quotas; I was genuinely improving someone’s day.
Then, in April of this year, everything clicked into place. I joined APS Payroll as a Channel Executive, and it feels like I finally found the place I’m meant to grow roots. My role is to build partnerships with CPAs, benefit brokers, financial advisors, and banks—and once the paperwork is done, I get to do what I love most: nurture those relationships. Since joining, I’ve signed around 25 partners, which still makes me want to high-five my past self for not giving up.
I also get to team up with seven Account Executives who have become true friends, not just coworkers. We spend days out in the field prospecting, strategizing, meeting with partners—and laughing enough to qualify it as a cardio workout. Those days remind me why I love what I do.
And I’d be lying if I didn’t mention the person who ties it all together: my boss, Lisa Raina. She is the kind of leader I spent years wishing existed. She builds us up, gives thoughtful feedback, sees our strengths, and genuinely cares about us as people. Working for someone like that doesn’t just make the job better—it makes me want to show up as the best version of myself every single day.
After a long journey through the wrong environments, I finally feel like I’ve landed exactly where I’m meant to be. And for the first time in my career, I’m not just excited about what I’ve accomplished—I’m excited about everything still ahead.
Would you say it’s been a smooth road, and if not what are some of the biggest challenges you’ve faced along the way?
Smooth road? Definitely not. My career path has looked a lot less like a freshly paved highway and a lot more like a bumpy dirt road with a few unexpected potholes… and maybe a stray tumbleweed or two.
For many years, I found myself in workplaces with toxic cultures, poor leadership, and environments that simply weren’t healthy for me. I struggle with depression and anxiety, and being in the wrong job magnified those challenges. When you’re already fighting an internal battle, walking into an office where you don’t feel supported—or worse, where you feel diminished—can make every day feel heavier than it should.
I also had moments where I doubted myself, wondering if I’d ever find a role or a team where I truly fit. I knew I belonged in sales, but that didn’t make the wrong environments any less exhausting. There were times I questioned whether I was on the right path at all, or if the career I loved just wasn’t going to love me back.
Breaking into the payroll industry in 2020 was a turning point, but even then, I was still searching for leadership that valued people as much as performance. It wasn’t until I found APS—and the mentorship of a leader who actually supports and uplifts her team—that things finally felt aligned.
The struggles along the way taught me a lot: how to advocate for myself, how to recognize when a culture isn’t right, and how important it is to protect my mental health. Those tough chapters make the present ones even sweeter. Now that I’m in a place where I’m appreciated, supported, and able to thrive, I can look back and say that every bump, detour, and pothole was leading me exactly where I needed to go.
Thanks for sharing that. So, maybe next you can tell us a bit more about your work?
In my role as a Channel Executive at APS Payroll, I build partnerships with CPAs, benefit brokers, financial advisors, and banks. In simple terms, I create the relationships that help businesses discover our payroll and HR solutions—and then I nurture those relationships so they thrive long-term. I specialize in being the bridge between APS and our partners, making sure everyone feels supported, informed, and excited to work with us.
What I’m most known for is the way I build connections. I have a natural ability to walk into a room and instantly make people feel comfortable. It’s one of my favorite things about myself and one of the biggest reasons I’ve succeeded in sales. I’m not transactional—I’m relational. I genuinely enjoy getting to know people, figuring out what makes them tick, and supporting them in ways that feel personal and meaningful.
Since joining APS, I’ve signed around 25 partners in a short time, and that’s something I’m incredibly proud of. Not just because of the number, but because each partnership represents trust—trust in me, trust in APS, and trust in the value we deliver. Building that kind of momentum has been energizing, and it’s reminded me just how aligned I finally am with the work I’m doing.
I also work closely with a team of seven Account Executives, and collaborating with them is one of my favorite parts of the job. We strategize, prospect, visit partners in the field, and honestly have a blast doing it. I think what sets me apart is that I don’t just work with people—I invest in them. My goal is always to make everyone feel supported, motivated, and appreciated, whether they’re a partner or a teammate.
What truly differentiates me, though, is my heart for service. I’m not just here to sell something; I’m here to make people’s lives easier. Payroll and HR may not sound glamorous, but when I help a business owner finally feel relief, clarity, or confidence—that’s the win for me.
I’m proud of the results I’ve achieved, but I’m even prouder of the relationships behind those results. That’s the foundation of my work, and it’s what makes me excited to continue growing in this career.
Can you tell us more about what you were like growing up?
Believe it or not, I was painfully shy as a kid. The kind of shy where I would practically develop ninja-like skills to avoid being called on in class. I never wanted to get in trouble, I avoided the spotlight at all costs, and the idea of speaking in front of a crowd? Absolutely not. I would’ve volunteered as tribute for anything except public attention.
What’s funny is that underneath all that shyness, I was incredibly observant and curious. I loved watching people, studying how they interacted, and figuring out what made them feel comfortable. I didn’t know it at the time, but those quiet years were shaping the exact strengths I use in my career today—empathy, listening, and the ability to connect with others in a way that feels genuine.
As I got older, I slowly grew out of that shell (okay, more like broke out of it with a running start), and my personality did a complete 180. The shy kid who didn’t want to raise her hand turned into the adult who can walk into any room and make a friend.
Looking back, I think that contrast is part of what makes me who I am. I remember what it feels like to be unsure or uncomfortable, and that makes me even better at making others feel welcome, seen, and supported. That evolution—from painfully shy to confidently relational—is a big part of my story.
Contact Info:
- Website: https://www.apspayroll.com
- Instagram: _thatgirlkendall_
- LinkedIn: https://www.linkedin.com/in/kendallsale
Image Credits
Sandy Watkins
