Enterprise Account Executive
ADP is hiring an Enterprise Account Executive, based in Italy, to specialise in our Workforce Software Suite.
- Do you have a background in complex Enterprise solution / service sales?
- Are looking for a truly global organisation, with a leading offering, to help you unlock large enterprise potential within clients?
- Do you enjoy working with other sales team members and being their go-to expert in a set field?
- Are you a strategic thinker who can spot how to structure resource and support teams to drive a valuable sales process for clients?
- Do you want a to be part of a high-growth area with an industry leader?
YES? You might be just the person we're looking for.
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.
Key Competencies
- Executive presence and storytelling
- Strategic account planning and multi-threading
- Discovery and problem mapping
- Deal strategy and competitive positioning
- Commercial negotiation and procurement management
- Cross-functional leadership and collaboration
- Data-driven forecasting and pipeline discipline
Success Metric
- Do you have a background in complex Enterprise solution / service sales?
- Are looking for a truly global organisation, with a leading offering, to help you unlock large enterprise potential within clients?
- Do you enjoy working with other sales team members and being their go-to expert in a set field?
- Are you a strategic thinker who can spot how to structure resource and support teams to drive a valuable sales process for clients?
- Do you want a to be part of a high-growth area with an industry leader?
YES? You might be just the person we're looking for.
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.
Key Competencies
- Executive presence and storytelling
- Strategic account planning and multi-threading
- Discovery and problem mapping
- Deal strategy and competitive positioning
- Commercial negotiation and procurement management
- Cross-functional leadership and collaboration
- Data-driven forecasting and pipeline discipline
Success Metric