Senior Manager Sales Optimization Policy and Proposals

Job Type

Full-time

Description

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.

This is an in-office role based at our Schaumburg, IL location. Remote or hybrid work is not available for this position. Candidates must be able to work on-site five days per week during designated work hours.

For current employees who are working fully remote, this will be a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements. Travel to our Schaumburg, IL office will be required. 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.

Position Overview

This position is responsible for understanding what drives seller behavior and building the structures that maximize performance across a large, multi-segment sales organization. This role ensures sellers and leaders are equipped with the clarity, incentives, and support needed to close deals faster and execute with confidence.

By leading RFP operations, sales policy governance, rules of engagement, incentive strategy, and Quarterly Business Reviews (QBRs), this leader shapes the core operating rhythms that influence speed-to-close, seller motivation, and field effectiveness. The role is central to creating alignment, reducing friction, and driving consistent, high-performing execution across the field.

Sales Performance Optimization

• Develop and execute strategies that enhance sales productivity and accelerate speed-to-close.
• Build performance insights and dashboards that highlight execution trends, incentive outcomes, and RFP impact.
• Identify performance gaps and implement improvements that elevate clarity and effectiveness across the field.
• Lead the Deal Team for complex enterprise opportunities, bringing together cross-functional stakeholders to drive fast, aligned decision-making.
• Partner with Sales Leadership to align performance frameworks with organizational priorities.

RFP Operations Leadership

• Lead and develop a team of (three) RFP Specialists, ensuring high-quality, timely responses to client RFPs.
• Maintain 100% up-to-date and accurate content in the RFP library through structured governance.
• Establish efficient workflows and best practices to support RFPs across segments.
• Measure and report RFP impact and ROI to guide leadership decision-making.

Sales Policy Management & Governance

• Own the annual and mid-year sales policy updates.
• Interpret sales policy and provide clear guidance to the field and leadership.
• Oversee resolution of policy disputes and facilitate the monthly Sales Policy Committee.
• Ensure strong governance and consistency in policy application.

Rules of Engagement (ROE)

• Establish and maintain Rules of Engagement for a multi-segment organization of ~1,200 sellers and leaders.
• Promote clarity in account, territory, and opportunity engagement to reduce conflict.
• Adjust ROE as organizational strategies and GTM models evolve.

Incentive Strategy & Compensation Advisory

• Partner with Sales Finance to model optimal compensation and incentive structures, to drive talent attraction and increase AE productivity
• Own the field incentive strategy, including program design, governance, and communication.
• Analyze incentive effectiveness and recommend improvements that drive motivation and alignment. Quarterly Business Reviews (QBRs)
• Lead the development of QBR materials for Senior Sales Leadership.
• Deliver insights that inform strategic decisions and highlight field performance.
• Maintain consistent, data-driven QBR frameworks aligned with sales priorities.

Additional Responsibilities

• Provide clear guidance and training on sales policy, ROE, incentives, and RFP processes.
• Partner with cross-functional teams to ensure alignment on field-impacting decisions.
• Maintain consistent governance across RFPs, sales policy, ROE, and incentive programs.
• Keep field resources and documentation current and easily accessible.

Education And Experience

• 4-6 years of experience in Sales Operations, Revenue Operations, Sales Performance, or related functions.
• 1-3 years of team management experience.
• Strong understanding of seller behavior and incentive structures.
• Proven ability to lead teams and influence senior leaders.
• Strong analytical and communication skills.

Physical Requirements

• Ability to sit for extended periods: The role requires sitting at a desk or workstation for long periods, typically 7-8 hours a day.
• Use of computer and phone systems: The employee must be able to operate a computer, use phone systems, and type. This includes using multiple software programs and inquiries simultaneously.

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 [email protected]. 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 $115,600 - $165,200/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for an 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

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