Enterprise Renewal Manager, Public Sector

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.

The Enterprise Renewal Manager is a senior professional responsible for negotiating and structuring renewal contracts for large enterprise customers, managing territories representing $30-50M in annual contract revenue. This role requires sophisticated business judgment and expert-level negotiation skills to navigate complex multi-stakeholder environments, determine optimal contract structures and commercial terms, and develop account strategies that protect and expand revenue while strengthening long-term customer partnerships. The Renewal Manager operates with significant autonomy to make binding renewal decisions, structure pricing frameworks, and recommend strategic account investments that directly impact enterprise customer retention and territory profitability.

Responsibilities

Enterprise Negotiation & Account Strategy

• Manage a diverse customer portfolio with concurrent renewal cycles and varying strategic priorities, maintaining depth of engagement across all accounts

• Lead complex contract negotiations with C-suite and legal representatives at enterprise customers, structuring multi-year agreements that reflect competitive market dynamics while protecting company economics

• Develop sophisticated account strategies that anticipate organizational changes, procurement cycles, and budget constraints within each enterprise customer

• Make independent decisions on renewal terms, pricing structures, volume commitments, and custom contract provisions based on customer financial position, competitive threats, and strategic importance

• Analyze competitive positioning and market conditions within each account to inform negotiation approach, pricing strategy, and long-term deal structure

• Partner across UKG’s cross-functional teams to coordinate renewal strategy and ensure consistent customer messaging

Enterprise Revenue Management & Expansion

• Own accountability for achieving dollar and unit retention targets through sophisticated account strategy, demonstrating expertise in enterprise customer dynamics and procurement processes

• Navigate complex enterprise procurement environments, managing multiple decision-makers and competing priorities to close renewal negotiations

• In partnership with account team (account manager), identify and structure expansion opportunities (product reach, module adoption, license count) and present business cases to customer stakeholders

• Analyze customer financial performance, organizational changes, and strategic initiatives to assess renewal risk and identify proactive intervention opportunities

• Manage contract economics across large, complex accounts by strategically applying discounts, volume commitments, and implementation support to optimize territory margin while maintaining competitive positioning

Professional Practice & Enterprise Leadership

• Maintain comprehensive account intelligence, competitive assessments, and negotiation documentation to inform decision-making and provide management visibility into territory strategy

• Build and maintain executive-level relationships with C-suite, procurement, and legal contacts at enterprise customers to understand long-term strategic direction and organizational priorities

• Serve as subject matter expert on contract structures, commercial terms, and market standards within the enterprise HR/Payroll space

Qualifications

Required Qualifications

• Bachelor's degree

• 6+ years of professional experience negotiating and managing enterprise software renewals, contracts, or accounts

• Demonstrated expertise navigating complex enterprise procurement environments with multiple stakeholders and decision-makers

• Proven negotiation skills in structuring and closing complex multi-year enterprise agreements

• Strong analytical and commercial acumen with ability to evaluate customer financial position, competitive threats, and deal economics

• Proven ability to build and maintain executive-level customer relationships and influence outcomes across organizations

• Deep familiarity with HR/Payroll solutions, market dynamics, and competitive positioning within the enterprise space

• Demonstrated experience managing renewals or contracts with government/public sector customers, including familiarity with government procurement processes, budget cycles, and compliance requirements specific to public sector environments

Preferred Qualifications

• Experience managing customer territories or revenue responsibility in enterprise software/SaaS environments

• Background in contract negotiation, legal, procurement, or business strategy

• Track record of managing large account renewals ($50M+ in revenue) or enterprise customer expansion

• Experience in solution-based selling and structuring value-based commercial agreements

• Knowledge of enterprise HR/Payroll market, key competitors, and industry trends

• Experience with predictive analytics, customer financial modeling, or buyer decision-making processes

Where We’re Going

Enterprise renewals is the most defensible and profitable revenue stream in our business. This role places you at the center of that strategic work, with direct accountability for $30-50M in annual recurring revenue. You will develop recognized expertise in enterprise contract negotiation, establishing yourself as a trusted advisor to both executive customers and our internal leadership team. This is an opportunity to deepen your impact as a negotiator, shape strategy across the organization, and directly influence how we win—and retain—our most important customer partnerships.

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 pay range for this position is $83,500 to $119,000. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. 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.