Public Sector Account Executive, Enterprise - West

UKG; Topeka (KS); On-site; USD 126,000 - 154,000; Full time

Job summary

UKG is seeking a Public Sector Enterprise Account Executive to drive net-new logo growth across the Public Sector West Enterprise territory. You will pursue large state and local government opportunities across the Western United States.

This hunter role emphasizes strategic, complex deals with senior government stakeholders, supported by leadership, solution consultants, and partners. base salary plus performance incentives shapes total compensation.

Qualifications

• Seven or more years selling complex cloud or SaaS to enterprise/public-sector.
• Proven success selling to C-level executives and senior government leaders.
• Experience closing complex enterprise agreements of $500K+ in annual value.
• Ability to manage 12+ month sales cycles with multi-stakeholders.
• Proven track record generating net-new business and pipeline in a defined territory.
• Direct experience selling to state or local government is preferred.

Responsibilities

• Develop and execute a territory plan focused on state agencies, cities, counties, and public safety.
• Generate net-new pipeline and close strategic agreements $500K+ ACV.
• Engage governors’ offices, agency leaders, CIOs, CHROs, CFOs, sheriffs and procurement officials.
• Uncover workforce, operational, financial, compliance, and tech challenges tied to outcomes.
• Navigate RFPs, RFIs, cooperative purchasing, budgets, security reviews, and legal negotiations.
• Develop business cases, value assessments, proposals, and executive presentations.
• Build and maintain relationships with partners and systems integrators.
• Coordinate internal resources across teams and leadership.
• Lead opportunities from prospecting through contract execution and close dates.
• Maintain accurate data in Salesforce and Clari; achieve revenue targets.

Skills

Enterprise sales

C-level engagement

Public sector sales

SaaS/cloud solutions

Territory planning

Executive relationship building

Negotiation

Deal closing

Forecasting and pipeline management

Cross-functional collaboration

Education

Bachelor's degree or equivalent experience

MBA preferred

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 Public Sector Enterprise Account Executive will drive net‑new logo growth across UKG’s Public Sector West Enterprise territory, covering large state and local government organizations throughout the Western United States.

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 executive presence, negotiation skills, and written and verbal communication abilities.
• Bachelor’s degree or equivalent experience; MBA preferred.

Location and Travel

• West coast‑based, with responsibility for the Public Sector West Enterprise territory.
• Up to 50% travel, including customer meetings, executive briefings, conferences, partner meetings, and internal events.

Company Overview:

UKG is the Workforce Operating Platform with unified HR, payroll, and workforce management, built to solve the unique challenges of frontline work. Powered by people‑first AI and decades of labor data, UKG turns workforce intelligence into real‑time decisions around staffing, pay, compliance, and productivity, enabling every worker to confidently take action as work happens. That’s why more than 80,000 organizations worldwide trust UKG to run their workforce — not just manage it. 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 $140000 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.