Director, Sales – New Logo

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.

Our recognition is the most coveted and respected in the world for elevating employer brands to attract the right people. Our proprietary methodology and platform enable organizations to truly capture, analyze, and understand the experience of all employees. Our groundbreaking research empowers organizations to build cultures that retain talent and unlock the potential of every employee. Our coaches, content, and community connect the boldest leaders, ideas, and innovations in employee experience. Since 1992, our Certification™, Best Workplaces™ Lists, and global benchmarks have become the industry standard, built on data from more than 100 million employees in 150 countries around the world.

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. UKG has 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 (Non-Exempt)

The Director, Sales – New Logo, reports to the EVP, Sales – New Logo, and will lead and grow a high-performing team of Account Executives focused on acquiring new small and midsized business (SMB) customers for Great Place To Work®. This leader will be expected to operate with a high degree of autonomy, bring clarity to ambiguous situations, and translate strategic priorities into consistent team execution. The ideal candidate is not only a strong people leader, but also a strategic partner to the EVP of Sales, able to identify performance gaps, recommend solutions, and drive accountability across the team. The Director must have a proven track record of driving new logo sales, developing sales strategies to overcome obstacles, building scalable sales systems, coaching talent, addressing prospect objections, and accomplishing work through others. The candidate will be proactive, solutions oriented, communicative, collaborative, empathetic but firm, and comfortable holding a high standard for performance, ownership, and results. They 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.

Job Responsibilities

• Lead and develop a high-performing team of Account Executives focused on acquiring new SMB customers.
• Build and optimize scalable sales systems and processes that drive consistent execution, pipeline health, and revenue growth.
• Establish and reinforce clear expectations for activity, pipeline creation, forecast accuracy, deal progression, and revenue outcomes.
• Hold Account Executives accountable through consistent inspection, coaching, performance management, and follow-through.
• Create operating rhythms that drive discipline, visibility, ownership, and measurable execution across the team.
• Actively inspect pipeline, call quality, deal strategy, and rep execution to ensure the team is progressing the right opportunities with urgency and discipline.
• Serve as a strategic thought partner to the EVP of Sales by surfacing risks, identifying gaps in process or execution, and recommending practical solutions.
• Translate broader sales priorities into team-level actions, operating cadences, and measurable outcomes.
• Deliver strategic coaching and actionable training to elevate team performance and improve conversion rates across the funnel.
• Partner cross-functionally to refine messaging, align on go-to-market strategies, and ensure value is clearly communicated to prospects.
• Use data-driven insights and tools (e.g., Salesforce, Gong) to identify opportunities, track performance, and implement continuous improvements.
• Represent the SMB segment in leadership forums, contributing to broader sales strategy and organizational growth initiatives.

Required Qualifications

• 5-7 years of people leadership experience in high-growth SaaS environments, with a focus on new logo acquisition in the SMB segment.
• 3+ years with a proven track record of selling HR technology solutions or selling directly to HR leaders (e.g., CHROs, HR Directors, Talent Acquisition Managers)
• Proven success leading teams that consistently exceed revenue and new logo targets.
• Deep understanding of SMB buying behaviors, sales cycles, and decision-making dynamics.
• Demonstrated ability to build and scale sales systems, playbooks, and performance metrics.
• Demonstrated ability to operate independently in fast-moving, ambiguous environments while creating structure, prioritization, and clarity for others.
• Proven ability to lead with accountability, balancing empathy and development with clear performance expectations.
• Strong strategic judgment with the ability to diagnose business gaps, build action plans, and drive measurable improvement.
• Proficiency with Salesforce, Gong, and other modern sales enablement tools.

Preferred Qualifications

• Strategic thinker with a bias for action who can navigate ambiguity, create clarity, and move quickly from diagnosis to execution.
• Empathetic but firm leader who builds trust while maintaining high standards for execution, ownership, and results.
• Comfortable serving as a strategic partner to senior sales leadership, bringing informed points of view on sales strategy, team structure, messaging, segmentation, and performance improvement.
• Strong communicator and storyteller who inspires action and builds trust with internal teams and external stakeholders.
• Passion for balancing the art and science of sales leadership—leveraging both intuition and data to guide decisions.
• Strong interpersonal skills with a high degree of emotional intelligence with the ability to hire, on-board and train new Sales Executives.
• Consistently exceeded quota and team goals.
• Strong negotiation, written, and verbal communication skills.

*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.

The base salary range for this position (non-exempt) is $125,000 to $150,000 annually; however, 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.

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 [email protected].