Install Base Account Executive - Enterprise

UKG Inc.; Dover (DE); On-site; USD 150,000 - 210,000; Full time

Job summary

UKG is seeking an Enterprise Account Executive focused on customer expansion to drive growth across a portfolio of large, complex customers. You will build executive relationships, understand priorities, and coordinate account teams to deliver measurable expansion.

You'll lead strategy development, create business cases, and align stakeholders through complex approvals, while partnering with Customer Success and Renewals to ensure adoption and renewals. Travel up to 50% may be required.

Qualifications

• 5-8 years of relevant professional experience in enterprise sales.
• Proven track record growing large customer accounts.
• Experience building executive relationships and value cases.
• Strong commercial judgment and account planning.

Responsibilities

• Develop enterprise account strategy and growth plans.
• Lead strategic expansion and build business cases.
• Coordinate cross-functional account teams through deals.
• Manage performance, risk, and forecasting in CRM.

Skills

Enterprise sales

Account management

Executive relationship building

Forecasting & planning

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 Enterprise Account Executive focused on customer expansion, you will lead growth across a portfolio of large, complex customers. You will build executive relationships, understand customer priorities and current engagement, and coordinate account teams around measurable expansion opportunities. You are accountable for assigned growth goals, account strategy, and forecast quality. Customer Success supports outcomes and adoption; Renewals owns renewal sales and retention motions.

What you'll do

Develop enterprise account strategy

• Build account plans around customer strategy, organizational priorities, current engagement, relationship strength, whitespace, and growth potential.
• Map executive sponsors and buying groups across business, technology, finance, and operations; identify influence paths, decision criteria, and relationship gaps.
• Use customer, market, and internal account insight to prioritize opportunities and coordinate coverage across the portfolio.

Lead strategic expansion

• Conduct discovery with senior stakeholders to identify enterprise needs, timing, investment priorities, and opportunities to extend value.
• Create business cases that connect customer priorities to measurable outcomes, investment considerations, and expected value.
• Align stakeholders with competing objectives and guide expansion decisions through complex evaluation and approval processes.

Coordinate customer and account teams

• Lead internal specialists and partners through solution validation, proposals, commercial review, and implementation planning.
• Partner with Customer Success on outcomes and adoption, and coordinate with Renewals on account context.
• Lead expansion negotiation and close plans, engaging experts on procurement, security, legal, and delivery considerations.

Manage performance and risk

• Maintain accurate activity, opportunity, pipeline, and forecast information in company sales systems; surface customer, competitive, commercial, and delivery risks with clear action plans.
• Coordinate post-close commitments, customer objectives, and success measures with implementation and customer-success partners.

What you bring

Basic qualifications

• Typically 5-8 years of relevant professional experience, or an equivalent combination of education, training, and practical experience.
• A record of growing large customer accounts and leading complex, multi-stakeholder expansion opportunities.
• Experience building executive relationships, developing value cases, and coordinating cross-functional account teams.
• Demonstrated commercial judgment and disciplined account planning, negotiation, and opportunity forecasting.

Preferred qualifications

• Experience managing strategic enterprise accounts and coordinating customer success, services, or partner teams.

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

Company Overview:

UKG is the Workforce Operating Platform with unified HR, payroll, and workforce management, built to solve the unique challenges of frontline work. Powered by people-first AI and decades of labor data, UKG turns workforce intelligence into real-time decisions around staffing, pay, compliance, and productivity, enabling every worker to confidently take action as work happens. That’s why more than 80,000 organizations worldwide trust UKG to run their workforce - not just manage it. 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 $170,000 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

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