Major Accounts Sales Upmarket District Manager

ADP•Tempe, AZ

4h•Hybrid

About The Position

ADP Major Accounts division supports mid to large market, complex organizations (typically 150-999 employees) by delivering scalable, enterprise‑grade HCM solutions across payroll, HR, benefits, time, talent, compliance, and analytics. Clients in this segment often have multi‑location workforces and sophisticated regulatory requirements, requiring customized solutions, system integrations, advanced reporting, and a dedicated service model focused on long‑term partnership, compliance accuracy, and operational excellence. In this role, you will play a critical leadership role in driving growth across a designated district by leading complex sales opportunities for larger mid-market organizations with 500-999 employees. Companies in this segment operate with increased organizational complexity, formal buying committees, and heightened expectations for measurable business outcomes. You will partner closely with Sales Representatives, specialists, and leadership to advance strategic Human Capital Management (HCM) incentives. Success in this role requires strong business and financial acumen, comfort navigating multi-stakeholder and multi-threaded sales processes, as well as the ability to drive resources, strategy and momentum across your district. This is a field-based role that requires regular onsite client engagement, including in-district and occasional out-of-state travel to support executive meetings, joint calls, and strategic deal execution.

Requirements

Proven success selling complex solutions to larger mid-market (500+ employee) organizations and demonstrated experience navigating multi-stakeholder, executive-level sales processes.
Strong business and financial acumen, with the ability to articulate value, ROI, and business impact.
Ability to influence outcomes without direct authority, demonstrating executive presence and strong communication and presentation skills.
Resilience, adaptability, and comfort operating in ambiguity.
Willingness to travel regularly for onsite client meetings, including occasional out-of-state travel.
Combine sales technology and AI-driven tools and data insights to drive pipelines and revenue.

Nice To Haves

Four+ years of experience in a district, overlay, or deal-support leadership role
Proven success in coaching or mentoring sales professionals
Strong industry or financial expertise aligned to upper mid-market buyers
Progressive quota-carrying B2B sales experience with increasing deal complexity
HCM, SaaS, technology, or enterprise solution sales

Responsibilities

Drive new business acquisition and expansion across 500-999 employee organizations, where buying decisions are more structured, risk-aware, and value-driven.
Drive longer, more sophisticated sales cycles involving executive sponsors, cross-functional buying groups, and layered approval processes.
Align internal teams and specialists to advance opportunities with discipline and urgency.
Lead consultative discussions with C-suite and senior leaders, connecting ADP solutions to financial performance, workforce strategy, compliance risk, scalability, and operational efficiency.
Demonstrate a strong understanding of client business models, growth objectives, and financial drivers to position ADP as a strategic partner rather than a transactional provider.
Spend significant time in the field conducting onsite meetings with clients and prospects, participating in joint calls, and influencing deal strategy.
Maintain strong pipeline discipline, deliver accurate forecasts, identify deal risk, and develop win strategies for high-value opportunities.