Strategic HCM Sales Executive (Enterprise)

Why UKG

At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That’s what we do.

We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you’ll get flexibility that’s real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters—and so do you.

About the Role

The HCM Specialty Sales Executive (Enterprise) is a senior, quota-carrying enterprise sales leader responsible for driving end-to-end pipeline generation and deal execution for strategic, full-suite HCM and Global Payroll pursuits.

This role is jointly accountable with AEs to drive consistent HCM wins across strategic 2,500–10,000 employee organizations by leading the HCM and Payroll motion with executive credibility and deep domain expertise.

The HCM Specialty Sales Executive is accountable for shaping demand, controlling the sales narrative, engaging C-suite buyers, and co-owning closes that position UKG as the enterprise system of record for labor. This role is part of a centralized Enterprise HCM team created to accelerate UKG’s leadership position in the enterprise HCM market.

The team operates across verticals and partners with enterprise Account Executives to systematically expand UKG’s HCM footprint.

Responsibilities

Enterprise Deal Leadership

• Lead end-to-end sales cycles for complex Enterprise HCM and Global Payroll opportunities, from early pipeline creation through close.

• Partner side-by-side with Account Executives to orchestrate deal strategy, execution, and closure.

• Drive multi-threaded engagement across CHRO, CFO, CIO, COO, and executive leadership teams.

Executive & Value-Based Selling

• Operate as a trusted advisor to the C-suite, articulating UKG’s differentiated value across HCM, Payroll, and labor analytics.

• Lead executive conversations on complex global payroll, compliance, labor cost visibility, and workforce strategy.

• Build and present executive-level business cases tied to financial outcomes, operational efficiency, and risk mitigation.

Pipeline Creation & Market Expansion

• Proactively create pipeline by identifying whitespace within named enterprise accounts and strategic prospects.

• Expand UKG relationships from legacy WFM or point solutions into full-suite HCM and Payroll adoption.

• Earlier and deeper executive engagement across strategic pursuits.

• Strong, repeatable partnership between AEs and HCM Specialty Sales Executives.

• Engage early to control deal framing and prevent competitive displacement.

Competitive Strategy & Deal Execution

• Own competitive strategy for HCM and Payroll pursuits against global enterprise vendors.

• Lead complex negotiations involving multiple geographies, buying centers, and commercial structures.

• Partner with value engineering, product, legal, and executive sponsors to progress and close deals.

Internal Leadership & Collaboration

• Serve as a senior field leader and mentor within the sales organization.

• Provide market and field feedback to product and leadership teams to influence roadmap and positioning.

• Engage selectively with Strategic Growth and Industry (SGI) teams on the largest, most complex enterprise opportunities.

Candidate Requirements

• 10+ years of enterprise SaaS sales experience, preferably in HCM, Payroll, ERP, or adjacent enterprise platforms.

• Proven track record closing large, complex, multi-million-dollar enterprise deals.

• Demonstrated experience selling into global enterprises with sophisticated payroll, compliance, and labor requirements.

• Deep expertise in Human Capital Management and Global Payroll, including regulatory and operating-model complexity.

• Exceptional ability to engage, influence, and challenge C-suite executives.

• Strong command of value-based and outcome-driven selling.

• Ability to lead ambiguity, control complex sales cycles, and drive alignment across stakeholders.

• Credible, confident, and composed in high-stakes executive environments.

• Recognized as a strategic peer by senior buyers, not a product salesperson.

• Able to simplify complexity without losing strategic depth.

Why This Role

Enterprise buyers demand specialization, executive fluency, and credibility—especially in HCM and Global Payroll. The HCM Specialty Sales Executive ensures UKG meets that expectation by pairing deep domain expertise with disciplined enterprise sales leadership to win where it matters most.

Company Overview

UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched.

It's this expertise that equips our customers with the intelligence to solve any challenge in any industry — because great organizations know their workforce is their competitive edge. Learn more at ukg.com.

Equal Opportunity Employer

UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories. View The EEO Know Your Rights poster UKG participates in E-Verify. View the E-Verify posters here.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Disability Accommodation in the Application and Interview Process

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com.

The base salary for this position is $209,300 to $241,150 annually, with the opportunity to significantly increase total earnings through a performance-based incentive compensation plan. The plan may provide for the payment of commissions and restricted stock unit awards as part of total compensation. The base pay offered may vary depending on skills, experience, job-related knowledge, and work location.

Learn more about UKG’s benefits and rewards at https://www.ukg.com/about-us/careers/benefits

It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws.

This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.

Skills

Artificial Intelligence (AI), Business Case, Competitive Analysis/Strategy, Customer/Client Research, ERP (Enterprise Resource Planning), Enterprise Sales, Field Trials, Financial Operations, Head of Finance, International Sales, Leadership, Legal, Mentoring, Multithreaded Programming, Negotiation Skills, Power Amplifier, Regulations, Regulatory Compliance, Revenue Growth, Risk Management, SGI Systems, Sales, Sales Closing Skills, Sales Cycle, Sales Management, Sales Strategy, Software as a Service (SaaS), Strategic Accounts, Talent Management, Value Engineering, Value Selling

About the Company

UKG