Head of Majors America (Sales)

Dayforce•Atlanta, GA

About The Position

The Area Vice President, Majors is a critical leadership role within the North America Revenue Organization, responsible for leading the U.S. Majors sales organization serving customers with 1,000 to 3,500 employees. This leader will own the overall performance of the Majors business, including revenue attainment, pipeline creation, forecast accuracy, market and territory coverage, talent, and sales execution. The AVP will lead and develop a team of Divisional Vice Presidents and Account Executives, establishing a high-accountability, high-performance culture and consistent operating cadence across the organization. Success in this role requires a leader who can set strategy and translate it into disciplined execution across talent, territories, pipeline generation, partner engagement, forecasting, and complex deal execution.

Requirements

10+ years of successful B2B enterprise software sales and/or sales leadership experience, with meaningful experience in HCM, payroll, or a closely related market.
Demonstrated track record of meeting or exceeding revenue targets and driving sustained sales growth.
Proven ability to lead, develop, and scale high-performing sales teams.
Demonstrated ability to build pipeline and establish a strong culture of proactive, self-generated pipeline creation.
Strong command of forecasting, pipeline inspection, territory and market coverage, sales productivity, and performance metrics.
Proven ability to hire, assess, coach, develop, and performance-manage sales talent.
Experience successfully leveraging SI, channel, and other strategic partners throughout complex sales cycles.
Demonstrated experience building, improving, or transforming a sales organization or business, with the ability to diagnose performance gaps and translate strategy into action.
Strong understanding of complex enterprise sales processes, including account planning, qualification, solution selling, executive engagement, deal strategy, negotiation, and closing.
Proven ability to establish and maintain C-level relationships and influence senior internal and external stakeholders.
Strong business and financial acumen, executive presence, urgency, accountability, and ownership.

Responsibilities

Develop and execute the Majors sales strategy to achieve software targets, increase market share, and maximize market coverage.
Build a culture of proactive pipeline creation, with clear expectations and accountability for self-generated pipeline across the sales organization, while effectively leveraging Marketing, BDR, and partner channels to expand coverage.
Establish a disciplined operating cadence across forecasting, pipeline creation and coverage, deal progression, conversion, rep productivity, and overall sales performance.
Deliver accurate and predictable forecasts through rigorous inspection, qualification, and sales management.
Own market and territory coverage strategy, using account opportunity, TAM, geography, rep capacity, and performance data to drive equitable and productive coverage.
Coach DVPs to independently lead, inspect, and improve their businesses while providing executive sponsorship and support on strategic and complex opportunities.
Develop and maintain executive relationships with key prospects and customers and actively engage in strategic opportunities where executive involvement can materially impact the outcome.
Build strong cross-functional partnerships across Marketing, BDR, Solutions, Deal Management, Customer Operations, and other teams required to win.
Develop a productive partner ecosystem and ensure SIs and other partners are engaged strategically to create pipeline, improve win rates, and accelerate the right opportunities.
Build and maintain strong relationships with key decision-makers and executives at enterprise-level organizations, effectively positioning Dayforce as the preferred HCM solution.
Lead and participate in high-level sales meetings and presentations to articulate the value proposition of Dayforce and address customer needs and concerns.
Oversee the entire sales cycle, from prospecting and lead generation to contract negotiation and closing deals.
Ensure customer satisfaction and drive customer retention by collaborating closely with the Customer Success team to address issues or concerns promptly.
Set sales performance metrics, effectively track performance, and report individual and team performance against targets.
Conduct regular performance reviews and provide constructive feedback to sales team members to enhance their strategic selling skills, product competency, and competitive capabilities.
Analyze sales data and market trends, identify white spaces and growth opportunities, and define areas for improvement in coverage and execution.
Provide accurate and timely sales forecasts and pipeline reports to the senior leadership team.
Build and maintain a high-performing leadership and Account Executive organization through rigorous talent assessment, recruiting, coaching, development, succession planning, and performance management.
Establish and maintain a high bar for hiring, with a clear success profile for Majors sales leaders and Account Executives.
Identify performance gaps early and take timely action while creating an environment where high performers can grow and thrive.
Develop DVPs into strong, independent business leaders who can effectively coach their teams, inspect pipeline and opportunities, forecast accurately, and drive consistent execution.
Build a culture of accountability, urgency, collaboration, and ownership while modeling Dayforce values.