About the opportunityAs an SMB Account Executive focused on net-new sales, you will independently manage a high-volume flow of standard opportunities across an assigned territory and deliver against your sales target. You will maintain prospecting pace, lead consultative sales conversations, and move multiple opportunities from outreach through close, using established guidance for nonstandard customer or commercial needs.
What you'll do Plan territory activity and create pipeline - Prioritize prospects based on customer fit, business needs, territory potential, market signals, and partner input.
- Build and replenish a high-volume qualified pipeline through self-generated outreach, referrals, partner activity, and company-supported leads.
- Maintain clear account and opportunity plans, keeping concurrent deals organized and advancing with timely customer follow-up.
Own the standard sales cycle - Lead discovery to understand business priorities, current practices, decision criteria, timing, and stakeholders.
- Connect customer needs to relevant capabilities and coordinate demonstrations, proposals, and specialist support.
- Address objections, negotiate within approved guidelines, and lead opportunities through close.
Deliver reliable execution - Maintain accurate activity, opportunity, pipeline, and forecast information in company sales systems; keep stages and close dates current, and raise material risks early.
- Coordinate with Sales Operations, solution specialists, partners, and other internal teams through commercial review and customer handoff.
- Use customer and market feedback to refine territory activity and improve future sales conversations.
What you bring Basic qualifications - Typically 2-3 years of relevant professional experience, or an equivalent combination of education, training, and practical experience.
- Demonstrated success in customer-facing or commercial work, including progress against measurable sales or performance goals.
- Ability to manage a defined territory and full sales cycle, organize competing opportunities, and exercise sound judgment on standard deals.
Preferred qualifications - Experience in business-to-business sales, prospecting, or selling software or other business solutions; familiarity with CRM and forecasting practices.
Travel requirement: Travel based on assigned territory, customer needs, and business requirements; up to 50%.
Pay Transparency:The base salary for this position is $100,000 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
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