Enterprise Account Executive - Workforce Software

Overview

Join ADP as an Enterprise Account Executive in Italy to drive enterprise growth of the Workforce Software Suite. You will own regional quota and manage complex, multi-stakeholder cycles with Fortune 1000 and upper mid-market accounts, collaborating across product, marketing, and customer success to land new logos and expand strategic accounts. You will translate labor management capabilities into measurable business outcomes and lead executive-level discussions through pilots, RFPs, and negotiations. This role offers impact at scale within a global leader and a high-growth segment focused on workforce management.

Responsabilità

• Build and execute territory plans 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
• 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 to measurable business outcomes
• 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
• Develop executive sponsors; lead QBRs and steering meetings
• Navigate procurement, InfoSec, legal, and data privacy to close enterprise agreements
• Maintain accurate CRM hygiene, stage definitions, and forecast cadence
• Track KPIs: coverage, conversion, cycle length, ASP, and win/loss insights
• Leverage alliances and referral partners; coordinate with implementation and customer success for seamless handoff
• Monitor competitor landscape, vertical requirements, and regulatory trends impacting labor compliance

Requisiti fondamentali

• 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
• Executive presence
• Strategic account planning
• Discovery and problem mapping
• CRM systems (Salesforce or similar)
• SSO/SAML
• APIs