Install Base Growth Manager, SMB SaaS

UKG; Trenton (NJ); On-site; USD 111,000 - 150,000; Full time

Job summary

UKG is seeking a Manager of SMB Install Base to lead a high-performing team of Sales Executives focused on expanding wallet share within our SMB portfolio (0–500 employees). You’ll drive adoption of Pro, Dimensions, and Ready, guided by a streamlined sales process and supported by pre-sales and sales operations, reporting to the VP of Customer Account Management.

This role centers on maximizing value for the installed base through expansion opportunities and strategic business reviews.

Qualifications

• 1+ year leading diverse sales/presales teams
• 5+ years selling to C-level executives
• Must be located in Central to Western US

Responsibilities

• Meet and exceed revenue targets for install base expansion and penetration.
• Develop and execute a focused sales strategy to identify and capitalize on expansion opportunities within existing customer accounts.
• Coach, mentor, and develop a high-performing team of Sales Executives, with emphasis on consultative selling and customer-centric problem solving.
• Establish and maintain clear sales metrics and best practices around pipeline growth, forecast accuracy, customer discovery, and account strategy.
• Drive peer collaboration across the broader sales organization and pre-sales teams to enhance collective performance.
• Lead regular coaching and forecasting reviews with each team member to assess pipeline health, sales activity, and identify barriers to success.
• Build and sustain key customer relationships; partner with account leadership to develop multi-year expansion strategies.
• Foster a customer-first, employee-centric culture where excellence is celebrated and continuous improvement is encouraged.
• Provide regular feedback to senior management on market trends, competitive dynamics, and recommendations for enhancing our go-to-market approach.

Skills

Team leadership

Sales to C-level

SaaS/HCM sales

Education

Bachelor's degree

Job description

UKG is seeking a Manager of SMB Install Base to lead a high-performing team of Sales Executives focused on expanding wallet share within our SMB portfolio (0–500 employees). You’ll drive adoption of Pro, Dimensions, and Ready, guided by a streamlined sales process and supported by pre-sales and sales operations, reporting to the VP of Customer Account Management.

This role centers on maximizing value for the installed base through expansion opportunities and strategic business reviews.