Enterprise Account Executive - Workforce Software

ADP; Barcelona; A distancia; EUR 80.000 - 172.000; Jornada completa

Descripción de la vacante

ADP is hiring an Enterprise Account Executive, based in Italy, to specialise in our Workforce Software Suite. You will own a regional enterprise quota and lead multi-stakeholder sales cycles with Fortune 1000 and upper mid-market accounts, partnering with solutions consultants, product, marketing, and customer success to land new logos and expand strategic accounts.

Success means over-quota performance, strong win rates against top competitors, and a repeatable, executive-trusted sales motion.

Formación

• 7+ years of enterprise SaaS new-business sales experience.
• 3+ years selling into HR, Operations, or Workforce Management domains.
• Proven track record of meeting/exceeding $1M+ annual new ARR quotas with complex, multi-threaded sales.
• Experience selling to CHRO, COO, CFO, and Operations leaders; comfortable leading executive-level conversations and board-ready business cases.
• Familiarity with workforce management concepts and analytics.
• Fluent in Italian and English.

Responsabilidades

• Pipeline generation and territory planning.
• Build and execute a territory plan targeting enterprise HR, Operations, and Finance buyers.
• Prospect into C-level and VP stakeholders using multi-threaded outreach.
• Consultative, value-led selling: lead discovery to quantify business pain around labor costs and scheduling.
• Map ADP Workforce Management capabilities to measurable business outcomes.
• Run complex sales cycles (6–12 months typical) from qualification through negotiation and signature.
• Coordinate solution demos, pilots/POCs, and value assessments with Solutions Consulting.
• Develop executive sponsors; lead QBRs and steering meetings.
• Navigate procurement and data privacy to close enterprise agreements.
• Maintain CRM hygiene, forecast cadence, and track KPIs.

Conocimientos

Enterprise SaaS sales

New business sales

HR/Operations domain

Executive-level selling

English (Fluent)

Italian (Fluent)

CRM (Salesforce)

Descripción del empleo

ADP is hiring an Enterprise Account Executive, based in Italy, to specialise in our Workforce Software Suite.

• Do you have a background in complex Enterprise solution / service sales?

• Are looking for a truly global organisation, with a leading offering, to help you unlock large enterprise potential within clients?

• Do you enjoy working with other sales team members and being their go-to expert in a set field?

• Are you a strategic thinker who can spot how to structure resource and support teams to drive a valuable sales process for clients?

• Do you want a to be part of a high-growth area with an industry leader?

YES? You might be just the person we're looking for.

About the Role

Drive enterprise growth by selling a leading workforce management application within the ADP Workforce Suite, helping large organizations optimize time, attendance, scheduling, and labor compliance at scale.

You will own a regional enterprise quota and lead complex, multi-stakeholder sales cycles with Fortune 1000 and upper mid-market accounts. You’ll partner with solutions consultants, product, marketing, and customer success to land new logos and expand strategic accounts. Success looks like consistent over-quota performance, high win rates against top competitors, and repeatable, executive-trusted sales motion.

Key Responsibilities

• Pipeline generation and territory planning:

• Build and execute a territory plan targeting enterprise HR, Operations, and Finance buyers.
• Prospect into C-level and VP stakeholders (CHRO, COO, CFO, VP Operations, HRIS) using multi-threaded outreach and partner channels.
• Consultative, value-led selling:
• Lead discovery to quantify business pain around labor cost control, forecasting, scheduling, time capture accuracy, union/CBAs, compliance, and workforce insights.
• Map ADP Workforce Management capabilities (time & attendance, advanced scheduling, absence management, labor forecasting, mobile, analytics) to measurable business outcomes.
• Deal orchestration:
• Run complex sales cycles (6-12 months typical) from qualification through negotiation and signature.
• Coordinate solution demos, pilots/POCs, and value assessments with Solutions Consulting.
• Executive influence and governance:
• Develop executive sponsors; lead QBRs and steering meetings.
• Navigate procurement, InfoSec, legal, and data privacy to close enterprise agreements.
• Forecasting and reporting:
• Maintain accurate CRM hygiene, stage definitions, and forecast cadence.
• Track KPIs: coverage, conversion, cycle length, ASP, and win/loss insights.
• Partner and ecosystem:
• Leverage alliances and referral partners; coordinate with implementation and customer success for seamless handoff.
• Market intelligence:
• Monitor competitor landscape (e.g., UKG, Workday, Oracle, SAP, Ceridian/Dayforce, Infor), vertical requirements, and regulatory trends impacting labor compliance.

Required Qualifications

• 7+ years of enterprise SaaS new-business sales experience; 3+ years selling into HR, Operations, or Workforce Management domains.
• Proven track record of meeting/exceeding $1M+ annual new ARR quotas with complex, multi-threaded sales.
• Experience selling to CHRO, COO, CFO, and Operations leaders; comfortable leading executive-level conversations and board-ready business cases.
• Familiarity with workforce management concepts: demand forecasting, advanced scheduling, union rules/CBAs, premiums/differentials, leave/absence, labor compliance, mobile workforce, and analytics.
• Strong understanding of enterprise integrations and security: SSO/SAML, data privacy, HRIS/payroll connectors, APIs, and implementation considerations.
• Excellent negotiation, objection handling, and closing skills; disciplined CRM usage (Salesforce or similar).
• Fluent in Italian and English

Preferred Qualifications

• Vertical experience in complex labor environments (retail, hospitality, manufacturing, healthcare, logistics, public sector).
• History of displacing incumbent WFM providers or expanding within large installed bases.
• Financial acumen to build ROI/TCO and quantify productivity, compliance risk reduction, and labor cost savings.

Key Competencies

• Executive presence and storytelling
• Strategic account planning and multi-threading
• Discovery and problem mapping
• Deal strategy and competitive positioning
• Commercial negotiation and procurement management
• Cross-functional leadership and collaboration
• Data-driven forecasting and pipeline discipline

Success Metrics

• Quota attainment (new ARR) and average selling price
• Win rate vs. named competitors and reduction in cycle time
• Multi-thread depth (stakeholder coverage) and expansion within landed accounts
• Forecast accuracy and stage conversion
• Customer outcomes tied to ROI/business case delivered

Location and Travel

• Remote within the region; travel to client sites, events, and internal meetings as needed.

This role is ideal for a high-achieving enterprise seller who thrives on solving complex labor challenges and can translate ADP Workforce Management capabilities into clear executive business outcomes.

Account Executive, Business Development Manager, New Business Sales, Business Development, New Business, Overlay Sales, Sales Specialist, Software as a Service, SaaS, Payroll, Human Resources, HR, Human Capital Management, HCM, Workforce Software, Time, Time and Attendance, Workforce Management, Italy

The full-time compensation for this role is EUR 79,600.00 - EUR 171,800.00 / Year (gross). This range is comprised of annual full-time gross base salary and sales commissions on target. The compensation offered for this position may vary based on factors such as location, skills, and relevant experience.

A little about ADP:

We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition (https://www.adp.com/about-adp/awards-and-recognition.aspx) .

Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP:

ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP’s operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.

Ethics at ADP:

ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace.