Net New Account Executive - Enterprise

UKG; United States; Remote; USD 150,000 - 230,000; Full time

Job summary

UKG is seeking an Enterprise Account Executive to drive net-new logo growth across the Public Sector East Enterprise territory in the Northeast. You will own large state and local government opportunities, build executive relationships, and lead deals from first conversation through contract.

A true hunter with a defined territory and a track record of closing multi-million-dollar agreements, you will leverage a collaborative leadership team and an established partner ecosystem to win complex

Qualifications

• Seven or more years of proven success selling complex cloud or SaaS solutions to enterprise or public-sector organizations.
• Demonstrated success selling to C-level executives and senior government leaders.
• Consistent achievement against a $2 million or greater annual quota, or equivalent enterprise sales target.
• Proven experience closing complex enterprise agreements of $500,000 or more in annual contract value.
• Experience managing sales cycles of 12 months or longer involving multiple executive, operational, technical, procurement, legal, and financial stakeholders.
• Demonstrated success generating net-new business and building pipeline within a defined territory.
• Direct experience selling to state or local government is strongly preferred.
• Experience selling HCM, payroll, workforce management, ERP, analytics, public safety, or other mission-critical enterprise software is preferred.
• Understanding of public-sector procurement, budget cycles, appropriations, RFP/RFI processes, and government contracting.

Responsibilities

• Develop and execute a territory plan focused on state agencies, cities, counties, public safety organizations, and other large public-sector entities.
• Generate net-new pipeline and close strategic agreements, with an emphasis on opportunities of $500,000 or more in annual contract value.
• Engage governors' offices, agency leaders, CIOs, CHROs, CFOs, sheriffs, commissioners, procurement officials, and other senior decision-makers.
• Uncover workforce, operational, financial, compliance, and technology challenges and connect them to measurable business outcomes.
• Navigate complex government buying processes, including RFPs, RFIs, cooperative purchasing agreements, appropriations, budget cycles, security reviews, legal negotiations, and executive approvals.
• Develop compelling business cases, value assessments, proposals, and executive presentations.
• Build and maintain relationships with implementation partners, systems integrators, advisors, cooperative purchasing organizations, and other strategic partners.
• Coordinate internal resources across solution consulting, value engineering, professional services, legal, contracts, security, finance, marketing, customer success, and executive leadership.
• Lead opportunities from initial prospecting through contract execution, managing strategy, competition, risks, negotiations, and close plans.
• Maintain accurate opportunity data, forecasting, next steps, close dates, and required activities in Salesforce and Clari.
• Consistently achieve or exceed assigned revenue and bookings targets.

Skills

Enterprise SaaS sales

C-level engagement

Public sector sales

Enterprise contracts

Long sales cycles

New business development

Government procurement

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.

UKG is growing its Public Sector business and seeking an accomplished enterprise seller to win new state and local government customers across the Northeast. You'll own a defined East Enterprise territory and lead strategic opportunities with some of the region's largest public-sector organizations.

This is a true hunter opportunity focused on strategic, complex, and high value deals. You'll create demand, build executive relationships, and lead pursuits from first conversation through contract, with the support of an experienced leadership team, solution consultants, subject matter experts, value engineers, industry principals, and an established partner ecosystem. UKG pairs a collaborative, tenured team with an aggressive compensation plan and recognition such as President's Club.

About the Role

The Enterprise Account Executive will drive net-new logo growth across UKG's Public Sector East Enterprise territory, covering large state and local government organizations throughout the Northeast.

This is a true hunter opportunity for a seasoned enterprise seller: a defined territory, strategic accounts and complex, high-value deals. You'll have the support of an experienced leadership team, solution consultants, subject matter experts, value engineers, industry principals, and an established partner ecosystem. UKG also offers an aggressive compensation plan and recognizes top performers through programs such as President's Club.

You will sell UKG's cloud-based Human Capital Management and Workforce Management solutions, including timekeeping, specialized scheduling, leave and absence management, payroll, analytics, workforce planning and optimization and AI-powered capabilities.

Core Responsibilities

• Develop and execute a territory plan focused on state agencies, cities, counties, public safety organizations, and other large public-sector entities.
• Generate net-new pipeline and close strategic agreements, with an emphasis on opportunities of $500,000 or more in annual contract value.
• Engage governors' offices, agency leaders, CIOs, CHROs, CFOs, sheriffs, commissioners, procurement officials, and other senior decision-makers.
• Uncover workforce, operational, financial, compliance, and technology challenges and connect them to measurable business outcomes.
• Navigate complex government buying processes, including RFPs, RFIs, cooperative purchasing agreements, appropriations, budget cycles, security reviews, legal negotiations, and executive approvals.
• Develop compelling business cases, value assessments, proposals, and executive presentations.
• Build and maintain relationships with implementation partners, systems integrators, advisors, cooperative purchasing organizations, and other strategic partners.
• Coordinate internal resources across solution consulting, value engineering, professional services, legal, contracts, security, finance, marketing, customer success, and executive leadership.
• Lead opportunities from initial prospecting through contract execution, managing strategy, competition, risks, negotiations, and close plans.
• Maintain accurate opportunity data, forecasting, next steps, close dates, and required activities in Salesforce and Clari.
• Consistently achieve or exceed assigned revenue and bookings targets.

Qualifications

• Seven or more years of proven success selling complex cloud or SaaS solutions to enterprise or public-sector organizations.
• Demonstrated success selling to C-level executives and senior government leaders.
• Consistent achievement against a $2 million or greater annual quota, or equivalent enterprise sales target.
• Proven experience closing complex enterprise agreements of $500,000 or more in annual contract value.
• Experience managing sales cycles of 12 months or longer involving multiple executive, operational, technical, procurement, legal, and financial stakeholders.
• Demonstrated success generating net-new business and building pipeline within a defined territory.
• Direct experience selling to state or local government is strongly preferred.
• Experience selling HCM, payroll, workforce management, ERP, analytics, public safety, or other mission-critical enterprise software is preferred.
• Understanding of public-sector procurement, budget cycles, appropriations, RFP/RFI processes, and government contracting.
• Strong executi