Sales Director - 401(k)

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture. 

While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need.

With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

Position Overview

We are seeking a dynamic and strategic sales leader to build, scale, and lead a high-performing team focused on selling 401(k) / retirement solutions to businesses via the Paylocity platform. This role will drive new business growth, deepen existing retirement-services relationships, partner with internal Sales, Marketing and Product teams, and deliver measurable revenue and margin targets.

Primary Responsibilities 

The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Develop and execute a comprehensive sales strategy for the 401(k)/retirement-services line of business: target      market segments, channel partners, value proposition, sales process.
• Lead, coach, motivate and grow a team of Account Executives (and possibly channel partners) focused on the 401(k) business. Set clear quotas, KPIs, performance benchmarks, and manage pipeline.
• Build the pipeline for net new retirement-business (401(k) plans) and drive upsell/expansion within existing clients leveraging the Paylocity HCM platform.
• Partner cross-functionally with Product, Marketing, Customer Success, and Broker/Advisor Relations teams to refine the value proposition, align go-to-market messaging, and ensure strong execution.
• Manage forecast, budgeting and reporting of sales metrics (pipeline volume, win rate, average deal size, sales cycle, book of business growth).
• Ensure adherence to the sales process, maintain accurate CRM data, monitor cost of sales, and optimize operational efficiency.
• Engage with key strategic prospects and large plan opportunities as needed—participate in senior-level negotiations and deal structuring.
• Stay current on retirement plan marketplace, regulations, competitive offerings, and emerging trends, incorporating insights into strategy.
• Represent the company at industry conferences, events, and with broker/advisor channels relevant to retirement services.

Education and Experience

• Bachelor’s degree (Business, Finance, Marketing or related) required, MBA or advanced degree a plus.
• 7+ years of progressive sales leadership experience in retirement plan services (e.g., 401(k)/403(b)), financial services, or HCM solutions selling to employers.
• Demonstrated track record of meeting or exceeding sales targets in a complex enterprise or channel sales environment.
• Strong knowledge of retirement plan design, administration, fiduciary issues, advisor/broker/distribution channels, and employer-sponsored 401(k) marketplaces.
• Experience in HCM/Payroll/HR software or SaaS environment preferred, with an ability to leverage platform integration as a differentiator.
• Excellent leadership, coaching and team development skills; ability to build and scale a team.
• Strong analytical and strategic thinking: able to interpret sales data, assess trends, and pivot strategies accordingly.
• Outstanding communication and presentation skills; comfortable engaging at C-suite level and with external advisors/brokers.
• Proficiency with CRM and pipeline management tools (e.g., Salesforce) and ability to use data for decision-making.
• Ability and willingness to travel as required (to conferences, partner meetings, sales events).

 Physical Requirements:

• Ability to remain in a stationary position for extended periods of time.
• Ability to operate standard office equipment, including computers, phones, printers, and copiers.
• Ability to communicate effectively in person, via phone, and email.
• Ability to lift and carry up to 5 pounds as needed (e.g., moving office supplies or small packages).
• Ability to bend, reach, or stoop as needed to access file cabinets, office equipment, or other resources.
• Ability to maintain focus and attention to detail for extended periods.
• Ability to work at a desk or workstation for extended periods of time, including using a computer or writing.

Fully Remote (U.S. Only): This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements. You must be available five days per week during designated work hours. The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary.

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact accessibility@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The base pay range for this position is $140,000 - $150,000 /yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan, annual bonus, and restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers.