Manager, SMB Install Base Growth

UKG; Santa Fe (NM); On-site; USD 117,000 - 143,000; 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 and increasing usage within SMB accounts (0-500 employees) by selling Pro, Dimensions, and Ready solutions.

You will run a disciplined sales process, coach for consultative selling, and collaborate with pre-sales and operations, reporting to the VP of Customer Account Management to maximize value for the installed base.

Qualifications

• At least 1 year leading diverse teams in sales, presales, or similar organizations.
• Minimum of 5 years selling to C-level executives.
• Bachelor's degree or equivalent.

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

C-level sales

SaaS sales

Coaching & mentoring

Negotiation

Communication

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 and increasing usage within SMB accounts (0-500 employees) by selling Pro, Dimensions, and Ready solutions.

You will run a disciplined sales process, coach for consultative selling, and collaborate with pre-sales and operations, reporting to the VP of Customer Account Management to maximize value for the installed base.