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.

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.

• 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.

• Operate as a trusted adviser 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.

• 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.

• 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.

• 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.

• 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.

Enterprise buyers demand specialization, executive fluency, and credibility—especially in HCM and Global…