Job Description

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.

As the Senior Manager of Business Development, you will play a critical leadership role in scaling a high-performing pipeline generation engine while shaping how Business Development is perceived across the sales organization. This role goes beyond operational excellence—you will be responsible for elevating talent, building a recognizable and trusted brand within sales, and driving consistent delivery of high-quality pipeline through your team.
You will lead a team of Business Development Representatives (BDRs), partnering closely with Sales and Marketing leadership to align on strategy, execution, and pipeline outcomes. Success in this role requires a balance of people leadership, data-driven decision making, and cross-functional influence, ensuring the team not only meets pipeline targets but becomes a strategic lever for growth.
Key Responsibilities
Team Leadership & Talent Development
• Lead, coach, and develop a team of Business Development professionals, with a strong focus on elevating individual performance and career growth.
• Build a culture rooted in accountability, continuous improvement, and prospecting excellence.
• Identify and develop future leaders, creating a strong internal talent pipeline.
• Actively shape team structure and roles to maximize impact and scalability.
Pipeline Generation & Quality Focus
• Own and deliver on quality pipeline targets, ensuring alignment with sales priorities and revenue goals.
• Drive a disciplined approach to pipeline creation that emphasizes quality over volume, improving conversion rates and sales efficiency.
• Partner with Sales to ensure strong alignment on opportunity qualification, handoff, and follow-through.
Brand Building Within Sales
• Establish Business Development as a trusted, strategic partner to Sales, known for consistency, quality, and impact.
• Reinforce the team’s reputation through strong execution, clear communication, and measurable results.
• Advocate for the role of Business Development across the organization, influencing how pipeline generation is valued and leveraged.
Operational Excellence & Data-Driven Execution
• Leverage data and insights to manage performance, optimize pipeline health, and inform strategic decisions.
• Monitor key metrics including pipeline creation, conversion rates, and activity effectiveness.
• Continuously refine processes, tools, and workflows to improve efficiency and outcomes.
Cross-Functional Alignment
• Partner closely with Marketing to align on campaigns, messaging, and target segments.
• Collaborate with Sales leadership to ensure pipeline efforts are aligned to go-to-market priorities.
• Influence stakeholders to improve processes that accelerate pipeline generation and conversion.
Basic Qualifications
• 5+ years of experience in SaaS business development, sales, or related roles; WFM/HCM experience is a plus.
• 3+ years of leading Business Development teams
• Proven success leading and developing high-performing teams in a fast-paced environment.
• Strong track record of driving consistent, high-quality pipeline generation.
• Passion for people development, with demonstrated ability to coach, mentor, and elevate talent.
Preferred Qualifications
• Experience within Public Sector preferred but not required.
• Ability to build credibility and establish a strong internal brand with Sales and cross-functional partners.
• Data-driven mindset with experience using metrics to inform decisions and improve performance.
• Experience working across the full business development lifecycle, including marketing alignment and pipeline management.
• Strong communication, collaboration, and influencing skills.
• Comfortable operating in a high-growth, evolving environment with shifting priorities.

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 UKGCareers@ukg.com

The pay range for this position is $102,300 to $147,050. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG’s benefits and rewards at https://www.ukg.com/about-us/careers/benefits