Public Sector Account Executive, Enterprise - West

UKG • ,

5d

About The Position

UKG is seeking an accomplished enterprise seller to drive net-new growth across its Public Sector West Enterprise territory, covering large state and local government organizations throughout the Western United States. This is a hunter role focused on strategic accounts and complex, high-value opportunities, including agreements of $500,000 or more in annual contract value. The Account Executive owns a defined territory and leads opportunities from prospecting through contract execution, supported by leadership, solution consultants, subject matter experts, value engineers, industry principals, and strategic partners.

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 position is West coast-based and includes up to 50% travel. Compensation includes a base salary of $140,000 annually, with the opportunity to increase total earnings through performance-based incentives, 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 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 is strongly preferred.
• Experience selling HCM, payroll, workforce management, ERP, analytics, public safety, or other mission-critical enterprise software is preferred.
• MBA preferred.

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, emphasizing 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 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.
• Travel up to 50% for customer meetings, executive briefings, conferences, partner meetings, and internal events.

Benefits

• Aggressive compensation plan with performance-based incentive compensation, which may include commissions and restricted stock unit awards.
• Recognition programs such as President’s Club.
• UKG benefits and rewards are referenced, but specific benefits are not listed.

What This Job Offers

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