Director, Install Base Sales

UKG, Inc.; United Kingdom; On-site; GBP 104,000 - 127,000; Full time

Job summary

UKG, Inc. is seeking a Director Ready Install Base to lead a team of Account Executives responsible for growing and retaining UKG Ready’s SMB customer base (fewer than 5,000 employees).

You will set the strategy for customer growth, strengthen account planning and sales execution, and collaborate across Customer Success, Services, Product and Sales to deliver value and recurring revenue. The role emphasizes renewals, upsell and cross-sell, with a focus on delivering predictable growth and high

Qualifications

• 5+ years of sales leadership experience, including coaching Account Executives.
• Proven experience leading sales teams in SaaS, HCM, payroll or related fields.
• Track record of growing existing customer accounts via renewals and upsell.
• Experience managing a team of Account Executives with regular coaching.
• Strong forecasting, pipeline reviews and performance planning.
• Ability to build trusted relationships with senior customer stakeholders.
• Collaborative approach with Sales, Customer Success, Services and Product.

Responsibilities

• Lead, coach and develop six Account Executives to create a high-performing, customer-focused team.
• Set install-base strategy, territory plans and sales priorities for the SMB Ready customer base.
• Drive growth through renewals, cross-sell, upsell and adoption of UKG Ready products and services.
• Build account planning discipline, including objectives, whitespace, risks, stakeholders and mutual action plans.
• Maintain renewal and expansion pipeline, forecast accurately and address risks or gaps.
• Partner with Customer Success to monitor health, adoption, retention risks and growth opportunities.
• Coordinate with Services, Product, Marketing and Finance to resolve customer needs and advance opportunities.
• Represent the voice of the customer internally and identify recurring needs or barriers to growth.

Skills

Sales leadership

SaaS sales

Account management

Forecasting & pipeline

Cross-functional collab

Job description

Why UKG:

At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That's what we do.

We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you'll get flexibility that's real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters-and so do you.

Role overview

Director Ready Install Base will lead a team of Account Executives responsible for growing and retaining UKG Ready's existing customer base across the SMB segment, serving organisations with fewer than 5,000 employees.

This leader will set the strategy for customer growth, strengthen account planning and sales execution, and build close partnerships across Customer Success, Services, Product and Sales. The role will help customers get greater value from UKG Ready while delivering predictable recurring revenue growth and strong retention.

Responsibilities:

• Experience leading a team responsible for existing-customer growth, renewals and expansion is preferred.
• Lead, coach and develop six Account Executives, building a high-performing, customer-focused team.
• Set the install-base strategy, territory plans and sales priorities for the SMB Ready customer base.
• Drive growth through renewals, cross-sell, upsell and adoption of relevant UKG Ready products and services.
• Build account planning discipline, including customer objectives, whitespace, risks, stakeholders and mutual action plans.
• Maintain a clear view of the renewal and expansion pipeline, forecast accurately and take action early on risks or gaps.
• Partner closely with Customer Success to understand customer health, adoption, retention risks and growth opportunities.
• Coordinate with Services, Product, Marketing, Finance and other sales teams to resolve customer needs and progress opportunities.
• Represent the voice of the customer internally, sharing feedback and identifying recurring needs or barriers to growth.
• Establish consistent performance expectations, operating rhythms and coaching practices across the team.
• Use customer, pipeline and performance data to identify trends, prioritise effort and improve results.

What you'll bring

• At least 5 years of sales leadership experience, including direct responsibility for leading, coaching and developing Account Executives.
• Proven experience leading sales teams in SaaS, HCM, payroll, workforce management or a related environment.
• A track record of growing existing customer accounts through renewals, upsell and cross-sell.
• Experience managing a team of Account Executives and developing talent through regular coaching.
• Strong commercial judgement and confidence managing forecasts, pipeline reviews and performance plans.
• Ability to build trusted relationships with senior customer stakeholders and navigate complex customer needs.
• A collaborative approach across Sales, Customer Success, Services and Product.
• Clear communication, sound decision-making and a strong focus on customer outcomes.
• Experience serving SMB or mid-market customers, ideally across organisations with fewer than 5,000 employees.

Company Overview:

UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry - because great organisations know their workforce is their competitive edge. Learn more at ukg.com.

UKG is proud to be an equal opportunity employer and is committed to promoting diversity and inclusion in the workplace, including the recruitment process.

Disability Accommodation in the Application and Interview Process

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email [e-mail]

The base salary for this position is £115,000 annually, with the opportunity to significantly increase total earnings through a performance-based incentive compensation plan. The plan may provide for the payment of commissions and restricted stock unit awards as part of total compensation. The base pay offered may vary depending on skills, experience, job-related knowledge, and work location. Learn more about UKG's benefits and rewards at https://www.ukg.com/about-us/careers/benefits