Manager, Install Base Sales

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 This Opportunity

As the Manager of SMB Install Base, you'll lead a high-performing team of Sales Executives focused on driving growth with our existing customer base. Your team will own the strategy for expanding wallet share and deepening customer relationships within our SMB portfolio (0-500 employee companies), primarily through selling additional products and expanding usage of our Pro, Dimensions, and Ready solutions. Working within a streamlined, highly effective sales process and supported by dedicated pre-sales and sales operations resources, you'll report directly to the VP of Customer Account Management.

This role is fundamentally about maximizing value for our installed base—identifying expansion opportunities, building strategic business reviews, and equipping your team to uncover customer needs that our solutions can address.

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 a high-performing team of Sales Executives, with emphasis on consultative selling and customer-centric problem solving.

• Establish and maintain clear sales metrics and best practices around pipeline growth, forecast accuracy, customer discovery, and account strategy.

• Drive peer collaboration across the broader sales organization and pre-sales teams to enhance collective performance.

• Lead regular coaching and forecasting reviews with each team member to assess pipeline health, sales activity, and identify barriers to success.

• Build and sustain key customer relationships; partner with account leadership to develop multi-year expansion strategies.

• Foster a customer-first, employee-centric culture where excellence is celebrated and continuous improvement is encouraged.

• Provide regular feedback to senior management on market trends, competitive dynamics, and recommendations for enhancing our go-to-market approach.

About You

Basic Qualifications

• At least 1 year leading diverse teams in sales, presales, or similar organizations.

• Minimum of 5 years selling to C-level executives.

• Must be located in Central to Western US.

Preferred Qualifications

• Proven experience leading or selling SaaS/WFM/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 within a matrixed organization and building strong cross-functional relationships.

• Strong interpersonal and coaching skills with high emotional intelligence.

• Consistently exceeded 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.

Travel

• Ability to travel 50%

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 (https://www.eeoc.gov/sites/default/files/2022-10/EEOC\_KnowYourRights\_screen\_reader\_10\_20.pdf)

UKG participates in E-Verify. View the E-Verify posters here (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf) .

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 [email protected] .

The base salary for this position is 130,000 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.