Major Accounts Sales Representative - Upmarket

Major Accounts Hunter District Manager, Upmarket

ADP Major Accounts division supports mid to large market, complex organizations by delivering scalable, enterprise-grade HCM solutions across payroll, HR, benefits, time, talent, compliance, and analytics. Clients in this segment often have multi-location workforces and sophisticated regulatory requirements, requiring customized solutions, system integrations, advanced reporting, and a dedicated service model focused on long-term partnership, compliance accuracy, and operational excellence.

In this role, you will play a critical leadership role in driving growth across a designated district by leading complex sales opportunities for larger mid-market organizations with 500-999 employees. Companies in this segment operate with increased organizational complexity, formal buying committees, and heightened expectations for measurable business outcomes.

You will partner closely with Sales Representatives, specialists, and leadership to advance strategic Human Capital Management (HCM) incentives. Success in this role requires strong business and financial acumen, comfort navigating multi-stakeholder and multi-threaded sales processes, as well as the ability to drive resources, strategy, and momentum across your district.

This is a field-based role that requires regular onsite client engagement, including in-district and occasional out-of-state travel to support executive meetings, joint calls, and strategic deal execution.

Lead Upper Mid-Market Growth

• Drive new business acquisition and expansion across 500-999 employee organizations, where buying decisions are more structured, risk-aware, and value-driven.

Orchestrate Complex Sales

• Drive longer, more sophisticated sales cycles involving executive sponsors, cross-functional buying groups, and layered approval processes.
• Align internal teams and specialists to advance opportunities with discipline and urgency.

Engage Executive Stakeholders

• Lead consultative discussions with C-suite and senior leaders, connecting ADP solutions to financial performance, workforce strategy, compliance risk, scalability, and operational efficiency.

Apply Advanced Business Acumen

• Demonstrate a strong understanding of client business models, growth objectives, and financial drivers to position ADP as a strategic partner rather than a transactional provider.

Drive Field Execution

• Spend significant time in the field conducting onsite meetings with clients and prospects, participating in joint calls, and influencing deal strategy.
• Travel includes regular district travel and periodic out-of-state engagement based on business needs.

Forecast and Execute with Rigor

• Maintain strong pipeline discipline, deliver accurate forecasts, identify deal risk, and develop win strategies for high-value opportunities.

What you need to Succeed: Required Qualifications

• Adaptability & Emotional Intelligence Proven success selling complex solutions to larger mid-market (500+ employee) organizations and demonstrated experience navigating multi-stakeholder, executive-level sales processes.
• Critical Thinking & Business Acumen Strong business and financial acumen, with the ability to articulate value, ROI, and business impact.
• Strong Communication & Persuasion Ability to influence outcomes without direct authority, demonstrating executive presence and strong communication and presentation skills.
• Grit & Resilience Resilience, adaptability, and comfort operating in ambiguity. Willingness to travel regularly for onsite client meetings, including occasional out-of-state travel.
• Modern Selling Skills Combine sales technology and AI-driven tools and data insights to drive pipelines and revenue.

Preferred Qualifications

• Four+ years of experience in a district, overlay, or deal-support leadership role
• Proven success in coaching or mentoring sales professionals
• Strong industry or financial expertise aligned to upper mid-market buyers
• Progressive quota-carrying B2B sales experience with increasing deal complexity
• HCM, SaaS, technology, or enterprise solution sales

YOU'LL LOVE WORKING HERE BECAUSE YOU CAN:

• Be yourself in a culture that values equity, inclusion, and belonging and creates a safe space for diverse perspectives and insights.
• Belong by joining one of our Business Resource Groups where you can connect globally with networks and allies who share common interests and experiences.
• Grow your career in an agile, fast-paced environment with plenty of opportunities to progress.
• Continuously learn. Ongoing training, development, and mentorship opportunities for even the most insatiable learner.
• Be your healthiest. Best -in-class benefits start on Day 1 because healthy associates are happy ones.
• Balance work and life. Resources and flexibility to more easily integrate your work and your life.
• Focus on your mental health and well-being. We're here to provide exceptional service to our clients, and none of that happens without each of us taking care of ourselves and being there for one another.
• Join a company committed to giving back and generating a lasting, positive impact upon the communities in which we work and live.
• Get paid to pay it forward. Company -paid time off for volunteering for causes you care about.

What are you waiting for? Apply today!

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