Manager, Install Base Sales

UKG•,

9h•$130,000

About The Position

As the Manager of SMB Install Base, you will lead a high-performing team of Sales Executives focused on growing UKG’s existing customer base. The team will own the strategy for expanding wallet share and deepening customer relationships among SMB customers with 0–500 employees, primarily by selling additional products and expanding usage of Pro, Dimensions, and Ready solutions. The role operates within a streamlined sales process, with support from dedicated pre-sales and sales operations resources, and reports directly to the VP of Customer Account Management. The role focuses on maximizing value for the installed base by identifying expansion opportunities, developing strategic business reviews, and equipping the team to discover customer needs that UKG’s solutions can address. The position is based in the Central to Western United States and requires the ability to travel 50%. The stated base salary is $130,000 annually, with the opportunity to increase total earnings through performance-based incentive compensation, potentially including commissions and restricted stock unit awards. Base pay may vary based on skills, experience, job-related knowledge, and work location.

Requirements

At least 1 year leading diverse teams in sales, presales, or similar organizations.
At least 5 years selling to C-level executives.
Must be located in the Central to Western United States.
Ability to travel 50%.

Nice To Haves

Proven experience leading or selling SaaS, WFM, or HCM software solutions to C-level executives.
Demonstrated success identifying and executing expansion opportunities within installed customer bases.
Track record of building and scaling high-performing sales teams.
Proven success working in a matrixed organization and building strong cross-functional relationships.
Strong interpersonal and coaching skills and high emotional intelligence.
Consistent record of exceeding quota and team goals.
Excellent negotiation, written, and verbal communication skills.
Experience leading high-performing sales teams in the mid-market space.
Bachelor's degree or equivalent.

Responsibilities

Meet and exceed revenue targets for install base expansion and penetration.
Develop and execute a focused sales strategy to identify and capitalize on expansion opportunities within existing customer accounts.
Coach, mentor, and develop Sales Executives, emphasizing consultative selling and customer-centric problem solving.
Establish and maintain sales metrics and best practices for pipeline growth, forecast accuracy, customer discovery, and account strategy.
Drive peer collaboration across the broader sales organization and pre-sales teams.
Conduct regular coaching and forecasting reviews with team members to assess pipeline health and sales activity and identify barriers to success.
Build and sustain key customer relationships and partner with account leadership on multi-year expansion strategies.
Foster a customer-first, employee-centric culture that celebrates excellence and encourages continuous improvement.
Provide senior management with feedback on market trends, competitive dynamics, and recommendations for improving the go-to-market approach.