AVP Customer Base

Dayforce is a global human capital management (HCM) company headquartered in Toronto, Ontario, and Minneapolis, Minnesota, with operations across North America, Europe, Middle East, Africa (EMEA), and the Asia Pacific Japan (APJ) region. 

Our award-winning Cloud HCM platform offers a unified solution database and continuous calculation engine, driving efficiency, productivity and compliance for the global workforce.

Our brand promise - Makes Work Life Better™ - Reflects our commitment to employees, customers, partners and communities globally. 

About the opportunity

The Area Vice President for Customer Base Sales is one of the most critical leadership roles in the North America Revenue Organization, covering all add-on sales in the Enterprise, Majors and Emerging segments (100 to 12000 employees). This is a direct quota carrying leadership role (not overlay). As a second-level Sales leader, you will lead all Divisional Vice Presidents (DVPs) that drive customer base revenue growth. Your primary focus will be to build the sales pipeline, forecast your plan accurately and expand the Dayforce footprint. The primary measure for this role is the achievement of the software target.

What you’ll get to do

• Revenue and Operations
  • Develop and execute a strategic sales plan to achieve software and profitability targets, while maximizing solution coverage and win rate.
  • Direct and lead all new sales activities in customer base segments in the Americas. 
  • Plan and execute demand strategies against the white space in our customer base, build robust pipeline coverage, leverage customer success, marketing and partner teams. 
  • Drive account planning, deal qualification and management activities in line with the defined sales process and framework. 
  • Provide accurate forecasting and budgeting for the business. 
  • Ensure teams effectively utilize sales force automation tools. 
  • Engage for deal strategy, execution and contract negotiations. 
  • Collaborate and align with cross-functional teams, including services, marketing, ecosystem, advisory, and customer success. 
  • Lead and run all sales operational cadence per the playbook. 
  • Create and manage a digital customer base sales motion for lower value transactions.
• Customer Base Transition, Expansion, and Renewals
  • Build and maintain executive-level relationships with key decisionmakers and executives at our largest customer organizations, effectively ensuring Dayforce remains the preferred HCM solution. 
  • Lead and participate in sales meetings and presentations to articulate the value proposition of expansions and upsells, while addressing customer needs and pain points. 
  • Ensure full alignment with Dayforce Customer Relationship Management (CRE) in onboarding, expanding, referencing and renewing customers. 
  • Ensure value realization is at the center of customer retention and expansion. 
  • Ensure proper transition of customers to the customer base team.
• Sales Performance Analysis and Reporting
  • Set, track and report sales performance metrics for attainment, growth, linearity, participation and conversion. 
  • Drive team performance with guidance, coaching, and inspection. 
  • Manage sales performance for contribution and Attainment. 
  • Conduct regular performance reviews and provide feedback to sales team members to enhance their strategic selling skills, product competency and competitive capabilities. 
  • Analyze sales data and market trends and identify targeting opportunities, deal cycle and deal size trends, win and attach rates. 
  • Conduct regular deal reviews for current quarter and next quarter critical deals.
• Employee Recruitment, Development and Retention 
  • Recruit, train and develop a sales team with skills and experience aligned to meet Dayforce’s needs and the
  • market.
  • Set clear goals, expectations and development plans for all direct reports. 
  • Build succession plans and leadership depth in your organization. 
  • Analyze activity and take action to improve individual and team performance. 
  • Ensure Dayforce culture and values are nurtured. 
  • Build and maintain a professional sales team with product and industry expertise, certify on Dayforce solutions.

Skills and experience we value

• Considered candidates must have in-depth knowledge of and proficiency in selling HCM solutions, Managed and Global Payroll, WFM and HR transformation.
• Bachelor’s degree in business, Marketing, Engineering or a related field (MBA preferred) 
• 10-15 years of proven Enterprise sales and sales Leadership.
• Experience in selling SaaS, Cloud, and complex integrated business process solutions. Understanding private equity is a plus.
• Strong understanding of enterprise-level sales processes, including account planning, solution selling, and pipeline management. 
• Demonstrated success in consistently meeting or exceeding growth sales targets in the HR software or cloud/SaaS industry.
• Excellent communication and presentation skills, with the ability to influence and negotiate at executive levels.
• Proven ability to establish and manage C level relationships.
• Strong business and financial acumen, high energy and integrity, sense of urgency, work ethic and drive for results are required.
• Strategic thinker with the ability to analyze market trends in the HR software and cloud/SaaS space and develop effective sales strategies.
• Experience leading and motivating a high-performing sales team.
• Results-driven mindset with a strong sense of accountability and ownership.