Enterprise Account Executive - Workforce Software

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About the Role: Drive enterprise growth by selling a leading workforce management application within the ADP Workforce Suite, helping large organizations optimize time, attendance, scheduling, and labor compliance at scale. You will own a regional enterprise quota and lead complex, multi-stakeholder sales cycles with Fortune 1000 and upper mid-market accounts. You'll partner with solutions consultants, product, marketing, and customer success to land new logos and expand strategic accounts. Success looks like consistent over-quota performance, high win rates against top competitors, and repeatable, executive-trusted sales motion.

Key Responsibilities: Pipeline generation and territory planning:

• Build and execute a territory plan targeting enterprise HR, Operations, and Finance buyers.
• Prospect into C-level and VP stakeholders (CHRO, COO, CFO, VP Operations, HRIS) using multi-threaded outreach and partner channels.
• Consultative, value-led selling:
• Lead discovery to quantify business pain around labor cost control, forecasting, scheduling, time capture accuracy, union/CBAs, compliance, and workforce insights.
• Map ADP Workforce Management capabilities (time & attendance, advanced scheduling, absence management, labor forecasting, mobile, analytics) to measurable business outcomes.
• Deal orchestration:
• Run complex sales cycles (6–12 months typical) from qualification through negotiation and signature.
• Coordinate solution demos, pilots/POCs, and value assessments with Solutions Consulting.
• Executive influence and governance:
• Develop executive sponsors; lead QBRs and steering meetings.
• Navigate procurement, InfoSec, legal, and data privacy to close enterprise agreements.
• Forecasting and reporting:
• Maintain accurate CRM hygiene, stage definitions, and forecast cadence.
• Track KPIs: coverage, conversion, cycle length, ASP, and win/loss insights.
• Partner and ecosystem:
• Leverage alliances and referral partners; coordinate with implementation and customer success for seamless handoff.
• Market intelligence:
• Monitor competitor landscape (e.g., UKG, Workday, Oracle, SAP, Ceridian/Dayforce, Infor), vertical requirements, and regulatory trends impacting labor compliance.

Required Qualifications: 7+ years of enterprise SaaS new-business sales experience; 3+ years selling into HR, Operations, or Workforce Management domains. Proven track record of meeting/exceeding $1M+ annual new ARR quotas with complex, multi-threaded sales. Experience selling to CHRO, COO, CFO, and Operations leaders; comfortable leading executive-level conversations and board-ready business cases. Familiarity with workforce management concepts: demand forecasting, advanced scheduling, union rules/CBAs, premiums/differentials, leave/absence, labor compliance, mobile workforce, and analytics. Strong understanding of enterprise integrations and security: SSO/SAML, data privacy, HRIS/payroll connectors, APIs, and implementation considerations. Excellent negotiation, objection handling, and closing skills; disciplined CRM usage (Salesforce or similar).Fluent in Italian and English

Preferred Qualifications: Vertical experience in complex labor environments (retail, hospitality, manufacturing, healthcare, logistics, public sector).History of displacing incumbent WFM providers or expanding within large installed bases. Financial acumen to build ROI/TCO and quantify productivity, compliance risk reduction, and labor cost savings.