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: o Build and execute a territory plan targeting enterprise HR, Operations, and Finance buyers. o Prospect into C‑level and VP stakeholders (CHRO, COO, CFO, VP Operations, HRIS) using multi-threaded outreach and partner channels.
* Consultative, value-led selling: o Lead discovery to quantify business pain around labor cost control, forecasting, scheduling, time capture accuracy, union/CBAs, compliance, and workforce insights.
o Map ADP Workforce Management capabilities (time & attendance, advanced scheduling, absence management, labor forecasting, mobile, analytics) to measurable business outcomes.
* Deal orchestration: o Run complex sales cycles (6–12 months typical) from qualification through negotiation and signature. o Coordinate solution demos, pilots/POCs, and value assessments with Solutions Consulting.
* Executive influence and governance: o Develop executive sponsors; lead QBRs and steering meetings. o Navigate procurement, InfoSec, legal, and data privacy to close enterprise agreements.
* Forecasting and reporting: o Maintain accurate CRM hygiene, stage definitions, and forecast cadence. o Track KPIs: coverage, conversion, cycle length, ASP, and win/loss insights.
* Partner and ecosystem: o Leverage alliances and referral partners; coordinate with implementation and customer success for seamless handoff.
* Market intelligence: o 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 Metrics
* Quota attainment (new ARR) and average selling price
* Win rate vs. named competitors and reduction in cycle time
* Multi-thread depth (stakeholder coverage) and expansion within landed accounts
* Forecast accuracy and stage conversion
* Customer outcomes tied to ROI/business case delivered Location and Travel
* Remote within the region; travel to client sites, events, and internal meetings as needed. This role is ideal for a high-achieving enterprise seller who thrives on solvin
* 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: o Build and execute a territory plan targeting enterprise HR, Operations, and Finance buyers. o Prospect into C‑level and VP stakeholders (CHRO, COO, CFO, VP Operations, HRIS) using multi-threaded outreach and partner channels.
* Consultative, value-led selling: o Lead discovery to quantify business pain around labor cost control, forecasting, scheduling, time capture accuracy, union/CBAs, compliance, and workforce insights.
o Map ADP Workforce Management capabilities (time & attendance, advanced scheduling, absence management, labor forecasting, mobile, analytics) to measurable business outcomes.
* Deal orchestration: o Run complex sales cycles (6–12 months typical) from qualification through negotiation and signature. o Coordinate solution demos, pilots/POCs, and value assessments with Solutions Consulting.
* Executive influence and governance: o Develop executive sponsors; lead QBRs and steering meetings. o Navigate procurement, InfoSec, legal, and data privacy to close enterprise agreements.
* Forecasting and reporting: o Maintain accurate CRM hygiene, stage definitions, and forecast cadence. o Track KPIs: coverage, conversion, cycle length, ASP, and win/loss insights.
* Partner and ecosystem: o Leverage alliances and referral partners; coordinate with implementation and customer success for seamless handoff.
* Market intelligence: o 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 Metrics
* Quota attainment (new ARR) and average selling price
* Win rate vs. named competitors and reduction in cycle time
* Multi-thread depth (stakeholder coverage) and expansion within landed accounts
* Forecast accuracy and stage conversion
* Customer outcomes tied to ROI/business case delivered Location and Travel
* Remote within the region; travel to client sites, events, and internal meetings as needed. This role is ideal for a high-achieving enterprise seller who thrives on solvin