Manager, Install Base Sales
Core
Lead a high-performing team of Sales Executives to drive growth and expand wallet share within the existing SMB customer base (0-500 employees) by selling additional products and expanding usage of Pro, Dimensions, and Ready solutions.
Role type
Manager, Install Base Sales
Builds
Additional products and expanded usage of UKG workforce operating platform solutions (Pro, Dimensions, Ready) for SMB customers
Domain
HR Technology / Workforce Management (SMB)
Required skills
Sales team leadership, C-level executive selling, consultative selling, pipeline management, forecasting, account strategy, cross-functional collaboration, market trend analysis
Preferred skills
SaaS/WFM/HCM software sales experience, installed base expansion expertise, scaling high-performing sales teams, matrixed organization experience, negotiation skills
Technologies
Pro, Dimensions, Ready (UKG solutions)
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; 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; Lead regular coaching and forecasting reviews with each team member; Build and sustain key customer relationships; Provide regular feedback to senior management on market trends, competitive dynamics, and recommendations for enhancing go-to-market approach
Seniority
Manager, team lead