Net New Account Executive - Enterprise

UKG • ,

6d

About The Position

UKG is seeking an accomplished enterprise seller to win new state and local government customers across the Northeast. The Enterprise Account Executive will own a defined Public Sector East Enterprise territory and drive net-new logo growth among large public-sector organizations. This is a strategic hunter role focused on complex, high-value deals, including opportunities of $500,000 or more in annual contract value.

The role sells 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. The Account Executive will create demand, build executive relationships, and lead opportunities from prospecting through contract execution, with support from leadership, solution consultants, subject matter experts, value engineers, industry principals, and partners.

The position is Northeast-based and covers the Public Sector East Enterprise territory, with travel of up to 50%. Compensation includes a base salary of $140,000 annually and the opportunity to increase total earnings through performance-based incentives, which may include commissions and restricted stock unit awards.

Requirements

• 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.
• 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.

Nice To Haves

• Direct experience selling to state or local government.
• Experience selling HCM, payroll, workforce management, ERP, analytics, public safety, or other mission-critical enterprise software.
• MBA.

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, especially opportunities of $500,000 or more in annual contract value.
• Engage senior decision-makers, including governors’ offices, agency leaders, CIOs, CHROs, CFOs, sheriffs, commissioners, and procurement officials.
• Identify workforce, operational, financial, compliance, and technology challenges and connect them to measurable business outcomes.
• Navigate government buying processes, including RFPs, RFIs, cooperative purchasing agreements, appropriations, budget cycles, security reviews, legal negotiations, and executive approvals.
• Develop 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, forecasts, next steps, close dates, and required activities in Salesforce and Clari.
• Consistently achieve or exceed assigned revenue and bookings targets.

Benefits

• Performance-based incentive compensation plan that may include commissions and restricted stock unit awards.
• Flexible work arrangements.
• Benefits and rewards.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior