• Generate new business opportunities through outbound prospecting, inbound lead follow-up, and networking activities. • Manage the sales process from initial outreach through proposal, negotiation, and close. • Conduct discovery conversations to understand customer challenges, priorities, and technology initiatives. • Deliver engaging product demonstrations and presentations to school and trust stakeholders. • Prepare proposals, quotations, and sales documentation. • Maintain regular communication with prospects and customers throughout the buying process. • Support customer renewal and expansion conversations when appropriate. • Build and maintain an accurate pipeline within Salesforce CRM. • Collaborate with Marketing on campaigns, events, webinars, and lead-generation initiatives. • Attend industry conferences, exhibitions, and customer events as required. • Stay informed on education technology trends and market developments.

• Own and manage relationships with enterprise customers • Prospect and qualify new enterprise leads • Identify and pursue opportunities to grow existing accounts • Stay informed of industry trends, competitive landscape, and customer needs • Partner with internal teams including engineering, product & program, and operations

Role Description UKG is seeking a highly motivated Enterprise Account Executive, who will be responsible for net-new logo sales in our S&D business segment. While each AE owns a few upsell accounts, this is a true Hunter role. If you are a highly successful HRMS/Payroll salesperson and have followed the growing success of our company, then you know that we rarely have an opening in our sales ranks. Why? Because we hire only the best HRMS/Payroll Reps and arm them with the best products, support personnel, and tools to ensure long-term success with us. Now it’s your turn for an opportunity to build your sales legacy: we are expanding our sales force and are looking for the very best to represent UKG. Qualifications - 5-7+ years proven success selling cloud/SaaS solutions to C level. HRMS/Payroll experience a strong plus. - Consistently exceed a $2 Million+ quota. - 3+ years selling complex deals over $800K in ARR. - Demonstrated experience building a territory and pipeline from scratch. - Consistently execute a thoughtful, strategic sales process including internal business partners and executive engagement. Requirements - Tenured management who are skilled at guiding highly successful sales personnel. - Seasoned Application Consultant team to assist with proposals, RFPs, and demos. - Expert Technical Sales Support. - Highly reference-able customer base with 96% customer retention with our hosted SaaS solution. - Solid Sales Operations and Legal staff focused on helping process and close contracts quickly. - Award-winning HRMS/Payroll, Talent Management, and Time and Attendance solutions, consistently outperforming our competitors’ products. - Software-as-a-Service solution for the growing number of companies relying upon SaaS benefits. - Award-winning Implementation and Customer Support teams dedicated to bringing customers live in industry-record timeframes. - A company culture that breeds and supports success at every level, putting our employees first! Benefits - Generous escalating commission percentages. - Luxurious club locations. Travel Requirement - 30-40% travel required. Company Description 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. Pay Transparency The base salary range for this position is $140,000 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 UKG Benefits .

Role Description The Account Executive II (AE II) is a field-based role with direct customer engagement on the Sales team within FMI’s Commercial operation. The position is responsible for driving sales volume for FMI’s suite of products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography. - Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio. - Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts and customer acquisition and existing customer retainment. - Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement. - Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite). - Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives). - Identify trends through analytics, regular data reviews and non-traditional, less obvious data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunities. - Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments. - Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions. - Educate and pull through reimbursement and billing services at local level. - Interact with key stakeholders using skill and political savvy: including c-suite, oncologists, pathologists, urologists, admin etc., National Accounts. - Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.). - Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth. - Build and maintain positive relationships with key day-to-day customer contacts. - Develop clear, concise, and compelling communication plans and customize messages to meet audience needs. - Develop effective sales presentations, respond to difficult questions and overcome customer objections utilizing contingency plans. - Create clear and concise presentations addressing complex issues; takes action to evaluate whether key messages were received and understood. - Negotiate with customers to achieve buy-in and alignment with account plans. - Negotiate alignment between Foundation Medicine and customers to meet account objectives. - Develop new or unique approaches to address and effectively prioritize new business opportunities and develop action plans to pursue accounts. - Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers. - Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business. - Monitor and adhere to timelines for plan, adjust based on changing customer or business needs. - Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans. - Integrate strong knowledge of brand strategy, trends, and performance information into customer plans. - Integrate relevant competitor information into account plans and presentations. - Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue. - Conduct comprehensive analysis of Foundation Medicine’s, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT). - Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations. - Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time. - Other duties as assigned. Qualifications - Basic Qualifications: - Bachelor’s Degree or equivalent experience. - 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market or equivalent years working in a complex clinical setting working with physicians and patients. - History of proven results and successful performance, including achievement of sales plan. - Lives within 50 miles of defined workload center of territory/accounts. - Commitment to travel within defined territory. - Preferred Qualifications: - 8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab market. - Oncology and/or molecular diagnostic experience. - Accurate forecasting capabilities throughout the sales cycle. - CRM proficiency: Salesforce.com beneficial. - Proficient with MS Office (e.g., Word, Excel, and PowerPoint). - Familiarity with different sales techniques and pipeline management. - Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology. - Demonstrated track record of success with customers within the defined territory. - Demonstrated attention to detail and strong organizational skills. - Demonstrated experience handling multiple tasks at once. Requirements - Ability to access priorities and mobilize a strategic plan. - Work independently as well as collaborate with peers in a fast-paced and cross-functional team environment. - Work well under pressure while maintaining a professional demeanor. - Adapt to changing procedures, policies, and work environment. - Exceptional communication and consultative skills to employ solutions-based selling. - Excellent listening, verbal and written communication skills. - Strong negotiation skills. - Understanding of HIPAA and importance of privacy of patient data. - Commitment to FMI values: Integrity, Courage, and Passion. Benefits - The expected salary range for this position based on the primary location of Remote is $133,920 - $175,700 per year. - The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.