Director, Install Base Sales

Experience leading a team responsible for existing-customer growth, renewals and expansion is preferred. Lead, coach and develop six Account Executives, building a high-performing, customer-focused team. Set the install-base strategy, territory plans and sales priorities for the SMB Ready customer base. Drive growth through renewals, cross-sell, upsell and adoption of relevant UKG Ready products and services. Build account planning discipline, including customer objectives, whitespace, risks, stakeholders and mutual action plans. Maintain a clear view of the renewal and expansion pipeline, forecast accurately and take action early on risks or gaps. Partner closely with Customer Success to understand customer health, adoption, retention risks and growth opportunities. Coordinate with Services, Product, Marketing, Finance and other sales teams to resolve customer needs and progress opportunities. Represent the voice of the customer internally, sharing feedback and identifying recurring needs or barriers to growth. Establish consistent performance expectations, operating rhythms and coaching practices across the team. Use customer, pipeline and performance data to identify trends, prioritise effort and improve results. At least 5 years of sales leadership experience, including direct responsibility for leading, coaching and developing Account Executives. Proven experience leading sales teams in SaaS, HCM, payroll, workforce management or a related environment. A track record of growing existing customer accounts through renewals, upsell and cross-sell. Experience managing a team of Account Executives and developing talent through regular coaching. Strong commercial judgement and confidence managing forecasts, pipeline reviews and performance plans. Ability to build trusted relationships with senior customer stakeholders and navigate complex customer needs. A collaborative approach across Sales, Customer Success, Services and Product. Clear communication, sound decision-making and a strong focus on customer outcomes. Experience serving SMB or mid-market customers, ideally across organisations with fewer than 5,000 employees.