| Department: | Sales (Customer Base) |
| Location: |
About Us
Great Place To Work® is the global authority on workplace culture. Our mission is to help every place become a great place to work for all. We give leaders and organizations the recognition and tools to create a consistently and overwhelmingly positive employee experience, fostering cultures that are proven to drive business, improve lives, and better society.
In 2021, Great Place To Work was acquired by UKG (Ultimate Kronos Group.) As a leading global provider of HCM, payroll, HR service delivery, and workforce management solutions, UKG believes organizations succeed when they focus on their people. While Great Place To Work will continue operating independently within the UKG family, our research and insights will help UKG differentiate its best-in-class HR, talent and workforce management technology, and together we'll support every workplace to become great. 15,000 employees around the globe and is known for its inclusive and supportive workplace culture, and best-in-class rewards and benefits.
Both UKG and Great Place To Work are leading the change on what it means to be a great place to work for all, and we are proud to be Certified™ great workplaces!
About the Position
We are seeking a passionate, dynamic, and results-driven Vice President of Customer Base Sales to lead our Account Manager team and strategy for retaining and unlocking growth within our existing customer base. This role is ideal for a SaaS sales leader who thrives on driving strategic expansion, influencing cross-functional teams, and delivering measurable impact through customer-centric innovation.
The ideal candidate is not only committed to consistently achieving ambitious goals but is also energized by the opportunity to set new records through maximizing team potential. A core requirement of this role is a proven ability to drive exceptional customer retention, ensuring long-term growth and loyalty across our portfolio.
This leader will play a pivotal role in shaping the direction of programs, offerings, and initiatives that fuel overall business growth. They will be expected to identify opportunities for innovation, influence product and service evolution, and champion strategies that deepen customer relationships and deliver meaningful outcomes.
The candidate will role model our Great Place To Work Values and will develop and thrive around the “10 Ways to Build Your Success” at Great Place To Work.
Key Responsibilities
Develop and Execute Retention and Expansion Sales Strategy of our Customer Base: Architect and lead a scalable expansion strategy focused on upsell, upgrade, cross-sell, and customer referrals. Create and implement sales plans that align with overall business objectives. Use segmentation and behavioral data to identify high-potential accounts and tailor growth strategies. Monitor customer health and proactively mitigate churn risk while maximizing expansion opportunities.
Leadership and Team Management: Hire, onboard, and lead a lean team of high-performing Account Managers with a strong focus on performance management and scalable execution. Set and reinforce clear goals, accountability standards, and performance expectations that consistently drive results. Implement strategies that elevate individual and team productivity, ensuring reliable delivery on commitments while fostering a culture of urgency, ownership, and continuous improvement. Champion ongoing development through structured feedback, coaching, and skilling initiatives that align with business priorities and unlock long-term growth. Inspire and mentor team members to stretch beyond targets and evolve with the needs of the business. This role is a full member of both the US Sales Leadership Team and the US People Leader Team, contributing to broader organizational strategy and talent development.
Collaboration with Customer Success, GTM, and Product Teams: Work closely with GTM teams to develop targeted campaigns that support and secure retention and expansion dollars. Collaborate with product teams to align offerings with customer needs and market demands. Serve as a customer advocate internally, influencing product roadmap and service delivery. Ensure scoping aligns with delivery teams expectations and capabilities.
Performance Metrics and KPIs: Establish and monitor key performance indicators (KPIs) for the CB Sales team. Regularly analyze and report on sales performance that drives us forward.
Sales Pipeline Management: Oversee the development and management of a robust expansion sales pipeline. Implement tools and processes that drive efficiency, predictability, and visibility across the retention and expansion pipeline.
Contract Negotiation and Deal Closure: Lead negotiations for major deals and contracts. Ensure that agreements are in line with company policies and objectives.
Budget Management: Develop and manage budgets related to CB Sales activities in partnership with EVP of Sales. Optimize resource allocation for maximum efficiency.
Market Analysis and Opportunity Identification: Conduct market research to identify emerging opportunities and trends. Analyze competitor activities and market dynamics to stay ahead of industry developments.
Customer Expansion and Relationship Building: Personally engage directly with senior decision-makers to position our solutions as strategic levers for employee experience and business performance in support of team members’ development.
Travel Time Required: Up to 25% (annually)
Qualifications
10+ years in B2B sales, with at least 5 years in a leadership role.
Proven success in expansion sales, account management, or customer growth roles.
Experience in SaaS, HR tech, or employee experience platforms.
Proven experience as a successful sales leader with a focus on customer retention and expansion sales.
Demonstrated success in consistently and reliably driving sales growth and exceeding revenue targets.
Strong executive presence and ability to engage senior leaders across functions.
Brings broad cross-industry business acumen to inform strategic decisions and tailor solutions that resonate across diverse customer segments and organizational contexts.
Strong understanding of sales processes, strategies, and best practices.
Excellent leadership and team management skills.
Exceptional communication and negotiation abilities.
Analytical mindset with a data-driven approach to decision-making.
Bachelor's degree in business, marketing, or a related field.
Expert in Microsoft Office Suite, Salesforce.com, and Gong
Proficient with ZoomInfo and LinkedIn Sales Navigator a plus with a desire and willingness to learn new applications.
*Please note this job description is not designed to cover or contain an all-inclusive list of activities, duties, or responsibilities that are required for this job. The preceding functions may not be comprehensive in scope regarding work performed by an employee assigned to this position classification. Management reserves the right to add, modify, change, or rescind the work assignments of this position. Management also reserves the right to make reasonable accommodations so that a qualified employee(s) can perform the essential functions of the position.
Base pay offered may vary depending on skills, experience, job-related knowledge and location. This position is also eligible for commissions and restricted stock unit awards as part of total compensation. Information about UKG’s comprehensive benefits can be reviewed on our careers site at https://www.ukg.com/careers
Benefits
Here, we know that you’re more than your work. That’s why our benefits help you thrive personally and professionally, from wellness programs and tuition reimbursement to U Choose — a customizable expense reimbursement program that can be used for more than 200+ needs that best suit you and your family, from student loan repayment, to childcare, to pet insurance. Our inclusive culture, active and engaged employee resource groups, and caring leaders value every voice and support you in doing the best work of your career. Information about Great Place To Work/UKG’s comprehensive benefits can be reviewed on the careers site at https://www.ukg.com/careers.
Equal Opportunity Employer
Great Place To Work is an equal opportunity employer. We aim to create and foster a Great Place To Work For All. 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
Great Place To Work/UKG participates in E-Verify. View the E-Verify posters here.
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 US_Recruiting@greatplacetowork.com.