Account Executive, SMB, Net New Sales

UKG; Hagåtña (GU); Remote; USD 90,000 - 110,000; Full time

Job summary

UKG Inc. is seeking an SMB Account Executive focused on net-new sales to independently manage a high-volume flow of opportunities across an assigned territory and to meet your sales targets.

You will prospect, lead consultative sales conversations, and move opportunities from outreach through close, using established guidance for standard customer or commercial needs. Travel up to 50% may be required.

Qualifications

• Typically 2–3 years of relevant professional experience in sales or a similar role.
• Demonstrated success in customer-facing or commercial work with measurable goals.
• Ability to manage a defined territory and full sales cycle for standard deals.

Responsibilities

• Plan territory activity and build a high-volume pipeline.
• Lead discovery, demonstrations, proposals, and close within guidelines.
• Maintain accurate pipeline and forecast in CRM; collaborate with internal teams.

Skills

Pipeline management

Territory management

CRM

Forecasting

Tools

Salesforce

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.

About the opportunity

As an SMB Account Executive focused on net-new sales, you will independently manage a high-volume flow of standard opportunities across an assigned territory and deliver against your sales target. You will maintain prospecting pace, lead consultative sales conversations, and move multiple opportunities from outreach through close, using established guidance for nonstandard customer or commercial needs.

What you'll do

Plan territory activity and create pipeline

• Prioritize prospects based on customer fit, business needs, territory potential, market signals, and partner input.

• Build and replenish a high-volume qualified pipeline through self-generated outreach, referrals, partner activity, and company-supported leads.

• Maintain clear account and opportunity plans, keeping concurrent deals organized and advancing with timely customer follow-up.

Own the standard sales cycle

• Lead discovery to understand business priorities, current practices, decision criteria, timing, and stakeholders.

• Connect customer needs to relevant capabilities and coordinate demonstrations, proposals, and specialist support.

• Address objections, negotiate within approved guidelines, and lead opportunities through close.

Deliver reliable execution

• Maintain accurate activity, opportunity, pipeline, and forecast information in company sales systems; keep stages and close dates current, and raise material risks early.

• Coordinate with Sales Operations, solution specialists, partners, and other internal teams through commercial review and customer handoff.

• Use customer and market feedback to refine territory activity and improve future sales conversations.

What you bring

Basic qualifications

• Typically 2–3 years of relevant professional experience, or an equivalent combination of education, training, and practical experience.

• Demonstrated success in customer-facing or commercial work, including progress against measurable sales or performance goals.

• Ability to manage a defined territory and full sales cycle, organize competing opportunities, and exercise sound judgment on standard deals.

Preferred qualifications

• Experience in business-to-business sales, prospecting, or selling software or other business solutions; familiarity with CRM and forecasting practices.

Travel requirement: Travel based on assigned territory, customer needs, and business requirements; up to 50%.

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 organizations know their workforce is their competitive edge. Learn more at ukg.com.

Pay Transparency:

The base salary for this position is $100,000 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

Equal Opportunity Employer:

UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.

View The EEO Know Your Rights poster. (https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf)

UKG participates in E-Verify. View the E-Verify posters here (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf) .

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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] .

#LI-Remote

It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.