Director, Business Development

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

At UKG, the Business Development organization plays a critical role in accelerating growth by creating high-quality pipeline, strengthening client engagement, and connecting marketing and sales execution. This team sits at the center of go-to-market performance, using data, process excellence, and cross-functional partnership to capture market opportunity at scale.

This role reports to the VP of Global Business Development and leads a large, high-performing team responsible for pipeline creation across our Mid Market business segments.

About The Role

The Director of Business Development is a strategic leader responsible for establishing and driving business development growth strategy and operations. This individual will lead the development and execution of UKG’s growth strategies for assigned segments of the business including client engagement, pipeline development and management, and deployment of effective and efficient processes that optimize capturing the market opportunity. This leader will take a data-centric approach to managing the pipeline, reporting insights, engaging and influencing senior marketing and sales leadership. A champion of change management, this person should have successfully managed through high velocity growth demonstrating the ability to scale an operation, maintain velocity, while quickly adapting to market dynamics.

This role reports to the VP of Global Business Development.

Responsibilities

• Lead and manage a business development team including business development managers, representatives and operations staff.
• Instill and maintain a culture of prospecting excellence.
• Lead business development talent planning and development to build and maintain a high performing team.
• As part of continuous improvement, identify opportunities to improve organization structure and design to maximize impact.
• Manage the agreed operating model between BDRs, marketing and sales.
• Leverage data to optimize pipeline management, reporting and insights.
• Establish and maintain cross-functional relationships critical to the team’s success; influence changes in process to accelerate pipeline development.
• Deliver on quality pipeline goals for the assigned segment(s); activate resources and programs to address pipeline gaps identified by senior management.
• Maintain acceptable conversion rates to closed deals.

Who You Are

• Bachelor’s degree or equivalent business experience.
• 8+ years of business experience, primarily in Saas; WFM, HCM experience preferred
• Results-driven: A focus on achieving measurable business results, with a commitment to accountability.
• Strong leadership and talent skills – proven ability leading and motivating successful teams of 50 or more employees.
• Demonstrate the ability to regularly exceed expectations for pipeline development in a resource constrained environment.
• Experience with the entire business development life cycle including marketing strategy, operational effectiveness and measurement and pipeline management.
• Demonstrated experience implemented modern business development execution models including outsourcing, automation and AI.
• Strategic Thinking – ability to anticipate market trends, identify business opportunities and develop actionable strategies.
• Decision Making – demonstrated experience making high-stakes decisions in complex business environments
• Strong communication, negotiation and influencing skills
• Ability to travel as needed, up to 30%

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.

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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 [email protected].

The pay range for this position is $115,100.00 to $165,450.00. 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