Install Base Account Executive 4 ENT

UKG; Nashville (TN); On-site; USD 153,000 - 187,000; Full time

Job summary

UKG is seeking a Retail Enterprise Customer Account Manager to drive growth in named enterprise retail accounts. You will build and expand relationships, articulate product value across SaaS solutions, and run strategic account plans to meet business objectives in your territory.

The role requires consultative selling, strong executive engagement, and the ability to manage a multi-quarter pipeline. Base salary and incentives are provided, with earnings potential aligned to performance.

Qualifications

• Five years of experience driving full cycle sales management.
• Proven track record with 9–12 month sales cycles and $1M+ quota annually.
• Experience selling SaaS solutions, preferably in HCM, WFM, Payroll and add-ons.

Responsibilities

• Strengthen and expand customer relationships through regular face-to-face interactions to drive sales growth.
• Attend industry events, trade shows, and conferences relevant to your customer base.
• Develop and maintain an in-depth understanding of the customer's industry to inform strategy.
• Advise and support customers on best practices in utilization and expansion of services.
• Build executives relationships across accounts and maintain rolling four-quarter pipelines.

Skills

Full cycle sales

Enterprise quota

SaaS sales

Executive relationships

HCM/WFM/Payroll

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 Team:

Retail Enterprise team is a dynamic group of talented, collaborative professionals who work closely to align customers’ goals with our broad set of products. We pride ourselves on fostering a supportive and innovative environment where every team member is encouraged to contribute their unique skills and expertise. Together, we strive to exceed customer expectations and drive significant business growth.

About the Role:

The Retail Enterprise Customer Account Manager will be focused on selling into Enterprise Retail named accounts in an assigned geographic territory. This position requires an individual who can successfully build and grow existing customer relationships selling our full suite of products. A successful candidate will need to use consultative selling skills to clearly understand customer/prospect business requirements and recommend the best UKG software solution to meet their business objectives.

Key Responsibilities:

• Strengthen and expand customer relationships through regular and frequent face-to-face interactions designed to drive sales growth.


• Attend industry events, trade shows, and conferences relevant to your customer base.


• Proactively develop, utilize, and maintain a deep understanding of the customer's industry.


• Advise, consult, and support customers on best and next practices in the utilization and expansion of services.


• Develop and maintain a \"greenspace\" heatmap and run strategic sales campaigns to drive pipeline and bookings in assigned accounts.


• Collaborate with internal stakeholders to develop and maintain Annual Account Plans and Relationship Maps for each assigned account.


• Build strong executive relationships (CHRO, CIO, CFO, COO, etc.) across the account.


• Leverage your sales management team, UKG executive sponsors, and in-person meetings to strengthen these relationships.


• Conduct at least two in-person business reviews with the customer annually, covering adoption, support, and roadmap discussions.


• Share new product offers and innovations during business reviews to drive sales.


• Monitor account health, identify risks, and collaborate on Save Plans with appropriate teams.


• Maintain accuracy of account contacts and sentiment in SFDC, including a rolling four-quarter pipeline.

Basic Qualifications:

• At least 5 years of experience driving full cycle sales management process


• Proven experience with a mix of transactional and strategic deals, ranging from 9-12 month sales cycles.


• Demonstrated ability to consistently exceed a $1 million+ quota year over year, maintaining a pipeline three times the quota.


• Experience selling SaaS solutions, preferably in HCM, WFM, Payroll and HCM Add-on modules.

Preferred Qualifications:

• Proven track record of building and growing customer relationships in an Enterprise territory.


• Experience building strong executive relationships (CHRO, CIO, CFO, COO, etc.) across the account.


• Strong consultative selling skills with the ability to understand customer/prospect business requirements.


• Excellent communication and presentation skills.


• Ability to work collaboratively with internal stakeholders and leverage executive relationships.


• Experience with Sandler, Challenger, Powerbase Selling methodology or similar Sales methodology


• Superior negotiation, written and verbal communication skills

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.

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] .

The base salary for this position is $170000 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

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.