Principal Sales Performance Coach
UKG
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Job summary
UKG is seeking a Principal Sales Performance Coach to partner with senior sales leaders and managers, diagnose performance gaps, and develop scalable coaching strategies for complex B2B environments. You’ll drive adoption of practical coaching practices and leverage data to improve outcomes.
In this senior IC role, you’ll advance the UKG Way Sales Methodology, translate insights into actionable plans, and collaborate with Sales, Product, Marketing, and Enablement to strengthen seller
Qualifications
- 8+ years of combined professional experience in B2B SaaS or enterprise technology sales.
- 5+ years of experience coaching sales professionals or managers, or leading sales performance initiatives within a B2B sales organization.
- 2+ years of direct quota‑carrying sales experience selling complex B2B SaaS, enterprise technology, or similarly sophisticated solutions.
Responsibilities
- Partner with senior sales leaders to assess business performance, identify execution gaps, and develop targeted coaching strategies aligned with revenue priorities.
- Leverage pipeline analytics, performance metrics, and field insights to diagnose challenges and recommend solutions that improve sales effectiveness.
- Translate successful field practices into scalable coaching and reinforcement approaches across assigned segments and regions.
- Identify and scale successful selling behaviors through targeted coaching, deal reviews, role‑playing, and practical reinforcement.
Skills
Tools
Job description
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.
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.
At UKG, our sales performance and enablement team plays a critical role in helping our sales organization achieve its full potential. We partner closely with sales leaders, managers, and sellers to strengthen sales execution, accelerate capability development, and drive measurable business outcomes.
Our team owns the UKG Way Sales Methodology and its adoption and reinforcement across the sales organization. We combine real-world sales experience, performance insights, and innovative coaching approaches to help our teams navigate complex customer challenges, deliver meaningful business value, and win.
We believe effective sales coaching goes beyond training. It’s about changing behaviors, building capabilities, and creating a culture of continuous performance improvement.
As a Principal Sales Performance Coach at UKG, you will serve as a trusted advisor and strategic partner to sales leaders, managers, and sellers, helping elevate sales execution and improve business performance across complex B2B selling environments.
This is a senior individual contributor role that combines deep enterprise sales experience, advanced coaching expertise, and data‑driven performance consulting. You’ll work directly with the field to diagnose performance challenges, coach high‑impact sales opportunities, and develop scalable strategies that strengthen seller and manager effectiveness.
You will play a pivotal role in driving adoption and reinforcement of the UKG Way Sales Methodology, translating sales performance insights into actionable coaching strategies, and helping our sales organization continuously evolve how we sell.
- Partner with senior sales leaders to assess business performance, identify execution gaps, and develop targeted coaching strategies aligned with revenue priorities.
- Leverage pipeline analytics, performance metrics, and field insights to diagnose challenges and recommend solutions that improve sales effectiveness.
- Translate successful field practices into scalable coaching and reinforcement approaches across assigned segments and regions.
- Influence sales leadership decisions through actionable insights, strategic recommendations, and a deep understanding of complex enterprise sales motions.
- Provide advanced coaching to sales professionals and frontline managers on complex opportunities, including discovery, qualification, value positioning, competitive differentiation, negotiation, and deal strategy.
- Partner directly with sales teams on high‑impact opportunities, applying practical selling expertise to strengthen opportunity execution and customer engagement.
- Equip sales managers with effective coaching practices that reinforce consistent execution, develop seller capabilities, and improve team performance.
- Identify and scale successful selling behaviors through targeted coaching, deal reviews, role‑playing, and practical reinforcement.
- Champion adoption and ongoing reinforcement of the UKG Way Sales Methodology, ensuring consistent application across the sales organization.
- Identify systemic capability gaps and develop targeted enablement and coaching solutions aligned with business priorities, seller needs, and sales motions.
- Collaborate with Sales, Product, Marketing, Sales Operations, and Enablement partners to align sales messaging, go‑to‑market priorities, and field execution.
- Bring forward emerging sales practices, competitive insights, and innovative coaching approaches that elevate organizational sales capabilities.
- Establish and monitor meaningful indicators of coaching effectiveness, methodology adoption, seller behavior change, and business performance.
- Use quantitative and qualitative insights to continuously refine coaching strategies and enablement investments.
- Advance practical adoption of approved AI‑enabled sales tools and capabilities to improve seller preparation, coaching effectiveness, opportunity execution, and productivity.
- Serve as a thought leader in sales performance and coaching, introducing new approaches that strengthen sales execution and create measurable business impact.
- 8+ years of combined professional experience in B2B SaaS or enterprise technology sales, sales enablement, sales coaching, sales performance, or related disciplines.
- 5+ years of experience coaching sales professionals or managers, or leading sales performance, field enablement, or sales effectiveness initiatives within a B2B sales organization.
- 2+ years of direct quota‑carrying sales experience selling complex B2B SaaS, enterprise technology, or similarly sophisticated solutions.
- Experience selling or supporting complex SaaS solutions within HCM, HR/payroll, workforce management, or related enterprise technology markets.
- Deep understanding of consultative and value‑based selling, complex sales cycles, multi‑stakeholder buying environments, and enterprise deal strategy.
- Experience applying and reinforcing established sales methodologies such as MEDDPICC, Challenger, or similar frameworks.
- Demonstrated ability to diagnose sales performance challenges using pipeline data, sales analytics, and qualitative field insights, and translate findings into actionable coaching strategies.
- Proven success partnering with senior sales leaders and influencing sales execution strategies across teams, segments, or regions.
- Experience coaching frontline sales managers to strengthen their ability to develop sellers, reinforce sales methodology, and improve team effectiveness.
- Ability to develop scalable coaching and enablement solutions that drive sustained behavior change and measurable sales performance improvement.
- Experience with CRM platforms, sales enablement technology, conversation intelligence tools, and performance analytics solutions.
- Familiarity with AI‑enabled sales tools and their practical application to sales coaching, opportunity preparation, and seller productivity.
- Strong business acumen, executive communication, and relationship‑building skills, with the ability to establish credibility and influence across diverse stakeholders.
- A results‑oriented, collaborative approach with the ability to balance strategic thinking and hands‑on field execution in a dynamic sales environment.
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.
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
UKG participates in E‑Verify. View the E‑Verify posters here.
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 UKGCareers@ukg.com.
The pay range for this position is $133,900 to $190,750. The actual base pay offered may vary depending on skills, experience, job‑related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance‑based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG’s benefits and rewards at https://www.ukg.com/about‑us/careers/benefits
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