Sales / Business Development Manager - Workforce Management Solutions

Role Overview

We are looking for a highly motivated and results-driven Sales and Business Development professional with experience in UKG Pro Workforce Management or similar Workforce Management, HCM, or HR technology solutions. The candidate will be responsible for generating new business opportunities, developing qualified leads, managing the sales pipeline, and achieving revenue targets. The role requires strong prospecting, cold-calling, consultative selling, and relationship-management skills. The candidate should also be capable of developing and executing go-to-market strategies for targeted industries and customer segments.

Key Responsibilities

Lead Generation and Business Development

• Identify and develop new business opportunities for UKG and related workforce management solutions.
• Generate qualified leads through cold calling, email campaigns, LinkedIn outreach, professional networking, events, referrals, and partner channels.
• Research prospective customers and identify key decision-makers across HR, IT, Payroll, Operations, Finance, and Procurement.
• Build and maintain a strong pipeline of qualified sales opportunities.
• Schedule introductory meetings, discovery sessions, solution demonstrations, and follow-up discussions with prospective customers.
• Develop account-specific outreach plans for targeted industries and strategic customers.

Sales and Revenue Management

• Manage the complete sales cycle, from initial prospecting and qualification through proposal submission, negotiation, and closure.
• Understand customer challenges and position the appropriate workforce management solution based on their business requirements.
• Achieve assigned revenue, booking, pipeline, and customer-acquisition targets.
• Maintain regular follow-ups with prospects and ensure opportunities progress through the sales cycle.
• Coordinate with internal solution, presales, delivery, commercial, legal, and leadership teams to prepare proposals and close opportunities.
• Support the preparation of quotations, commercial proposals, statements of work, RFP/RFI responses, and customer presentations.
• Negotiate commercials and contract terms in coordination with the relevant internal teams.
• Identify opportunities for cross-selling and upselling additional modules, services, integrations, support, and managed-service offerings.

Go-to-Market Strategy

• Support the development and execution of go-to-market plans for UKG Pro WFM and similar solutions.
• Identify target industries, customer segments, regions, and market opportunities.
• Develop industry-specific value propositions, sales campaigns, and account-engagement strategies.
• Work with the marketing team to create campaigns, webinars, events, customer success stories, and other demand-generation activities.
• Monitor competitor offerings, pricing models, market developments, and emerging customer requirements.
• Provide market feedback to leadership, presales, product, and delivery teams.

Customer and Stakeholder Management

• Build strong relationships with business leaders, HR teams, IT teams, payroll teams, procurement representatives, and other key stakeholders.
• Conduct effective discovery discussions to understand customer requirements, challenges, budgets, decision-making processes, and expected timelines.
• Present the business value of workforce management solutions clearly to both technical and non-technical audiences.
• Maintain customer relationships after closure to support future business opportunities, references, renewals, and account growth.
• Represent the organization professionally during customer meetings, industry events, conferences, and networking sessions.

Pipeline and Reporting

• Maintain accurate and up-to-date opportunity details in the CRM system.
• Prepare weekly and monthly reports covering leads, meetings, opportunities, proposals, pipeline value, forecasts, and closures.
• Provide realistic sales forecasts and highlight risks that may affect the achievement of targets.
• Track follow-up actions and ensure timely communication with prospective customers.
• Review sales performance against targets and take corrective action where required.

Required Qualifications and Experience

• 36 years of experience in enterprise software sales, SaaS sales, business development, or solution sales.
• Relevant experience selling UKG Pro WFM, workforce management, HCM, HRMS, payroll, or similar enterprise technology solutions.
• Good understanding of workforce management processes such as time and attendance, absence management, scheduling, payroll integration, workforce analytics, and employee self-service.
• Proven experience in lead generation, cold calling, prospecting, opportunity qualification, and closing business.
• Experience managing medium-to-long enterprise sales cycles involving multiple decision-makers.
• Ability to understand customer requirements and translate them into a clear solution and business-value proposition.
• Experience preparing sales presentations, proposals, commercial responses, and RFP/RFI submissions.
• Familiarity with CRM tools such as Salesforce, HubSpot, Zoho CRM, or similar platforms.
• Graduate degree in Business Administration, Marketing, Sales, Human Resources, Information Technology, or a related field.

Preferred Qualifications

• Experience with UKG Pro WFM, UKG Workforce Central, UKG Ready, Workday, Dayforce, SAP SuccessFactors, Oracle HCM, ADP, or similar platforms.
• Existing professional network within HR, IT, payroll, manufacturing, retail, healthcare, logistics, or other workforce-intensive industries.
• Understanding of SaaS licensing, implementation services, support models, and managed-service offerings.
• Experience working with implementation partners, software vendors, or HR technology consulting organizations.
• Knowledge of proposal costing, commercial negotiation, and contract-management processes.

Key Skills and Competencies

• Excellent written and verbal communication skills.
• Strong presentation, negotiation, and influencing abilities.
• Confident in cold calling and initiating conversations with senior stakeholders.
• Target-driven, self-motivated, and accountable for delivering results.
• Strong numerical orientation with the ability to manage revenue, pipeline, conversion, and forecasting metrics.
• Effective planning, prioritization, and time-management skills.
• Consultative and customer-focused approach to selling.
• Ability to work independently while collaborating effectively with cross-functional teams.
• Persistent and disciplined in following up and progressing opportunities.
• Willingness to travel for customer meetings, presentations, and industry events when required.