Net New Account Executive 2 MM

UKG; Trenton (NJ); On-site; USD 81,000 - 99,000; Full time

Job summary

UKG is seeking a Senior Sales Executive focused on Net New named accounts in a mid-market territory, primarily in public sector (SLED). You will hunt, qualify, and close opportunities while working with C-level stakeholders to articulate ROI and business value of UKG solutions.

You’ll manage end-to-end sales cycles, maintain a robust 3X–5X pipeline, and leverage consultative selling to win in MI and IN markets. Occasional travel up to 50% is required.

Qualifications

• 5+ years selling Cloud/SaaS to C-level executives.
• 2+ years public sector (SLED) experience.
• Consistently exceeded an $800K+ quota.
• BA/BS or equivalent.
• Experience selling deals over $50,000 ACV and 3–9 month cycles.
• Experience with Sandler, MEDDICC, Challenger, Powerbase or similar methodologies.
• Experience selling Workforce Management and Human Capital Management software.
• Superior negotiation and communication skills.
• Travel up to 50%.

Responsibilities

• Sell into Net New named accounts in mid-market public sector (SLED).
• Prospect, qualify and close opportunities in assigned territory.
• Develop a detailed territory plan and account strategies.
• Maintain 3X–5X annual quota pipeline; update Salesforce/Clari.
• Identify and articulate ROI and business value of UKG solutions to C-level buyers.
• Lead deals end-to-end with internal/external stakeholders.
• Collaborate to advance opportunities and close deals.

Skills

Cloud/SaaS sales

C-level selling

Public sector SLED

Quota attainment

ACV >50k

Sales methodologies

WFM/HCM software

Negotiation skills

Travel up to 50%

Education

BA/BS or equivalent

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:

Our Sales organization has experienced tremendous growth quarter over quarter! We take great pride in the fact that our sales organization has had the highest employee engagement in the company! With our aggressive compensation plans and global Record Breaker trips, our top reps are rewarded exceptionally well for overachieving!

About the Role:

The Sales Executive will be focused on selling into Net New named accounts into an assigned geographic territory. This position requires a successful hunter to prospect, qualify and close business within a mid-market territory. A successful candidate will need to use consultative selling skills to clearly understand prospect business requirements and recommend the best UKG software solution to meet their business objectives.

This individual will focus on a broad number of prospects within a mid-market public sector (SLED) entities.

Job responsibilities include:

• Developing a detailed territory plan to include specific account strategies to effectively penetrate accounts

• Successful strategic focus with prospecting/hunting of Net New Public Sector (SLED) Mid-Market business opportunities in MI and IN

• Prospecting and identifying new business opportunities

• On-going pipeline development (pipeline should always be 3X-5X annual quota)

• Identifying and creating a compelling business need and ROI for each prospect

• Creating and communicating the value of UKG solutions to successfully engage, and sell to, C-level decision makers of public sector (SLED) accounts

• Ability to successfully “quarterback” a deal through the entire sales life cycle by building relationships and collaborating with key stakeholders (internal and external)

• Consistently keep Salesforce.com and Clari updated with accurate account/prospect/forecast status and other pertinent information

About You:

Basic Qualifications:

• 5+ years proven success selling Cloud/SaaS based software solutions at the C level

• 2+ years public sector (SLED) experience

Preferred Qualifications:

• Consistently exceeded an $800K+ quota

• BA/BS or equivalent

• Experience selling deals over $50,000 ACV and managing sales cycles between 3 and 9 months

• Experience with Sandler, MEDDICC, Challenger, Powerbase Selling methodology or similar sales methodology

• Experience selling Workforce Management (WFM) and Human Capital Management (HCM) software solutions

• Superior negotiation, written and verbal communication skills

• Up to 50% travel

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 $90,000 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

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.