Director OF Sales

Why UKG : At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That’s what we do. We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you’ll get flexibility that’s real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters—and so do you. About the Team The UKG Way Performance Partner organization serves as the strategic performance and methodology engine for the global go-to-market organization. Through coaching, enablement, manager effectiveness, methodology reinforcement, performance consulting, and capability development, the team accelerates seller productivity and improves execution consistency across all customer-facing roles. The team consists of seven Sales Performance Partners aligned to sales organizations and business priorities across the company. Together, they partner with sales leadership to build capabilities, drive behavior change, and improve business outcomes through measurable performance improvement initiatives. About the Role The Senior Director, Sales Performance & Methodology is a senior enablement and transformation leader responsible for leading the Sales Performance Partner organization and serving as the executive owner of the UKG Way GTM Methodology. This role defines how UKG sells. The leader will establish the vision, strategy, governance, adoption framework, and evolution roadmap for the UKG Way while leading a team of Sales Performance Partners who partner directly with field sales organizations to improve execution and business performance. The successful candidate combines deep sales leadership credibility, methodology expertise, organizational influence, and operational rigor. They will work closely with executive sales leaders, revenue operations, product marketing, enablement, and business unit stakeholders to ensure the UKG Way remains the foundation for seller productivity, manager effectiveness, pipeline quality, forecasting discipline, and customer engagement. This role will be a key member of the Go-to-Market Operations leadership team and will influence strategic decisions that affects growth, sales productivity, and organizational effectiveness. Key Responsibilities Lead the Sales Performance Partner Organization: Lead, coach, and develop a high-performing team of seven Sales Performance Partners supporting field sales organizations across UKG. Establish operating rhythms, performance expectations, development plans, and success metrics for the team. Create a scalable performance consulting model that enables consistent support across sales segments, geographies, and business units. Drive alignment between sales leadership priorities and enablement investments while building a culture of accountability, continuous improvement, data-driven decision making, and measurable business impact. Own and Evolve the UKG Way GTM Methodology Serve as the executive owner and steward of the UKG Way GTM Methodology, including its long-term vision, governance model, adoption framework, and evolution strategy. Ensure methodology alignment across sales motions, customer segments, products, and routes to market. Continuously refine frameworks, inspection processes, qualification standards, coaching approaches, and sales plays based on business outcomes and market changes. Establish standards for opportunity management, account planning, pipeline progression, customer engagement, and sales inspection practices. Drive Sales Performance Transformation Partner with senior sales leadership to identify organizational performance gaps and develop targeted improvement strategies. Analyze performance trends, productivity indicators, win rates, pipeline quality, forecast accuracy, and sales execution metrics to inform action plans. Lead strategic initiatives that improve seller effectiveness, manager capability, onboarding outcomes, and quota attainment. Translate business priorities into performance programs that accelerate revenue growth and customer acquisition. Strengthen Manager Excellence and Organizational Alignment Build and scale manager-led coaching and reinforcement programs across the organization. Establish coaching frameworks, inspection disciplines, leadership routines, and development programs that improve frontline manager effectiveness. Partner closely with Revenue Operations, Product Marketing, Sales Leadership, Learning & Development, Product Enablement, and Executive Leadership teams to align methodology, messaging, process, technology, and performance expectations. Represent the voice of the field in key go-to-market planning discussions and influence strategic planning, sales transformation initiatives, and organizational change programs. About You Basic Qualifications: 12+ years of experience in sales leadership, revenue enablement, sales performance, go-to-market strategy, or related commercial leadership roles. 5+ years of people leadership experience leading managers, enablement teams, performance consulting teams, or sales organizations. Demonstrated success building and scaling sales methodologies, enablement programs, or sales transformation initiatives. Deep expertise in B2B enterprise sales processes, pipeline management, forecasting, sales coaching, and performance management. Proven ability to influence senior executives and drive cross-functional alignment. Strong analytical skills with experience translating business insights into measurable performance improvements. Preferred Qualifications: Experience leading sales enablement, revenue enablement, sales effectiveness, or go-to-market transformation organizations in a high-growth SaaS environment. Expertise in sales methodologies such as MEDDPICC, Value Selling, Challenger, Consultative Selling, or comparable frameworks. Experience building manager excellence and coaching programs at scale in the SaaS category. Familiarity with workforce management, HCM, HR technology, or enterprise software markets. Success in the First 12 Months The Senior Director will establish a clear governance and evolution roadmap for the UKG Way GTM Methodology; implement a consistent Sales Performance Partner operating model across all supported organizations; increase methodology adoption and manager-led reinforcement across the field; deliver measurable improvements in seller productivity, pipeline quality, forecast accuracy, and sales execution; and position the UKG Way as the defining operating system for how UKG engages customers and drives revenue growth. Company Overview: 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. View The EEO Know Your Rights poster ( 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 View email address on click.appcast.io The base salary for this position is $184,300 to $264000 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 It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities. #J-18808-Ljbffr