Senior Account Manager (Remote/Hybrid)

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
We're looking for a Senior Account Manager to join our Hunting team within Customer Base Sales at Great Place To Work. This is a growth role, and you'll own a portfolio of existing customers and be responsible for finding and closing expansion opportunities across upsells, upgrades, renewals, and product and marketing qualified leads.

The Hunting team drives revenue growth within our customer base. That means leading with data, not just check-ins. You'll use Trust Index results, benchmarks, and the Great Place To Work Effect to show customers what's possible, then move the account forward. Every touch should add value, and every quarter should show measurable pipeline progress.

You'll work in a joint AM/CSM model alongside Customer Success Managers and Culture Coaches, and you'll carry a growth quota. Success in this role is measured by pipeline generation, quota attainment, and account expansion. The Sr. Account Manager will also role model our Great Place To Work Values and develop and thrive around the “10 Ways to Build Your Success” at Great Place To Work.


Key Responsibilities

Growth & Revenue

• Own pipeline generation and quota attainment for an assigned portfolio through consultative, value-first selling - positioning yourself as a thought leader and extension of the customer's business while driving upsell, upgrade, and expansion

• Identify and pursue expansion opportunities using account data, including Trust Index results, benchmark comparisons (including the 100 Best Companies to Work For), and other account-specific insights

• Respond to all qualified leads with value-first outreach grounded in account-specific data

• Develop and execute a strategic growth plan for each account focused on expansion, long-term commitment, and executive relationships

• Take ownership of upsell, upgrade, and renewal opportunities, representing the full suite of Great Place To Work solutions

• Review, negotiate, and close contract renewals and expansion opportunities

Customer Engagement

• Own a portfolio of customers as a strategic partner to executive stakeholders, leading with ROI and measurable outcomes

• Multi-thread each account to build relationships with multiple decision-makers and stakeholders

• Manage the commercial and contracting relationship with the customer

• Hold and nurture the relationship with the decision maker from closed-won through contract renewal, ensuring they experience the value of their investment

• Communicate the return on investment and the Great Place To Work Effect to executive stakeholders, particularly in kick-off meetings and business reviews

• Coordinate internal handoffs from Account Executives for new logos to ensure a clear understanding of the original strategy and land-and-expand objectives

Cross-Functional Collaboration

• Partner closely with Customer Success Managers and Culture Coaches in a joint AM/CSM model, aligning on account health, expansion signals, and success metrics

• Serve as a key liaison between the customer and internal teams, ensuring seamless communication throughout the customer lifecycle

• Facilitate executive participation in culture coaching calls and strategy sessions to surface data insights that drive growth conversations

Required Qualifications

• 7-10 years in account management, sales, or business development, ideally in SaaS, HR tech, employee experience platforms, or a related field

• Actively seeks feedback, adapts quickly to evolving priorities, and brings a coachable, growth-oriented approach to both personal development and the team's playbook

• Proven track record of meeting or exceeding a growth or expansion quota

• Strong communication, negotiation, and presentation skills with demonstrated executive presence

• Ability to manage a high-volume portfolio with discipline, urgency, and consistent follow-through

• Proficiency with Salesforce (or a comparable CRM) and sales engagement tools such as Gong

• Ability to build strong cross-functional relationships and collaborate effectively across sales, customer success, and coaching teams
  

Preferred Qualifications

• Experience with employee engagement, workplace culture, or HR technology platforms

• Experience working with AI-powered sales tools (e.g., Microsoft Copilot, Gong Assistant)

• Experience working in or selling to mid-market and enterprise organizations

• Knowledge of Great Place To Work Certification, the 100 Best Companies to Work For, or the Trust Index Survey
  

All job descriptions are written to accurately reflect the open job and include general work responsibilities. They do not present a comprehensive, detailed inventory of all duties, responsibilities, and qualifications required for the job. Management reserves the right to revise the job or require that other or different tasks be performed if or when circumstances change.

The base salary range for this position is $100,000 to $120,000 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 our benefits and rewards at https://www.ukg.com/about-us/careers/benefits

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 our 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].