Principal, GTM Strategy & Execution, APAC

UKG · Sydney

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Why UKG:    

At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That’s what we do.  

We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you’ll get flexibility that’s real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters—and so do you. 

About the Role:

The Principal, GTM Strategy & Execution, APAC is responsible for supporting the development, execution, and operationalisation of GTM strategies that advance enterprise growth priorities. You will partner closely with Sales, Product, Marketing, Finance, Revenue Operations, Enablement, Customer Success, and Services to translate strategic priorities into actionable plans, support commercialization efforts, improve field execution, and ensure key initiatives are measurable, well-coordinated, and ready for adoption across the business.

In addition, you will connect GTM strategy and insights to field execution through targeted sales plays, seller enablement, and ongoing coaching and reinforcement. Using data to identify opportunities and performance gaps, you will partner cross-functionally to activate the appropriate sales motion, equip sellers and managers for execution, and measure effectiveness.

GTM Strategy & Transformation

• Support the GTM Strategy Team in developing strategic priorities, business plans, and execution roadmaps that advance enterprise revenue growth and commercial effectiveness.
• Partner with GTM leaders and cross-functional stakeholders to identify growth opportunities, clarify strategic choices, and translate priorities into actionable workstreams.
• Maintain governance materials, executive reporting, milestones, KPIs, and operating rhythm artifacts that help track progress, surface risks, and support accountability.
• Use data and performance insights to identify areas where targeted GTM actions, sales plays, enablement, or coaching may be needed to improve pipeline generation, opportunity progression, or field execution.

GTM Readiness & Commercialisation

• Support GTM strategy and readiness for new products, AI capabilities, industry solutions, strategic offerings, and priority growth motions.
• Collaborate with Product Management, Marketing, Finance, Revenue Operations, and Enablement to support repeatable commercialization and launch planning processes.
• Help define target segments, value propositions, pricing and packaging inputs, sales motions, enablement needs, operational requirements, and success measures prior to launch.
• Prepare GTM readiness materials and recommendations that help executives and initiative owners understand launch preparedness, risks, dependencies, and adoption plans.
• Partner with Enablement and relevant subject matter experts to translate commercialization priorities into seller-ready messaging, knowledge, skills, and field execution.
• Support post-launch reinforcement and measurement to understand seller adoption and identify where additional enablement or coaching may be required.

Sales Enablement & Field Readiness

• Support seller readiness across core sales skills, the UKG Way, product and solution knowledge, sales methodology, and priority GTM initiatives.
• Serve as a subject matter expert in areas of direct expertise and partner with Product, Product Marketing, technical, and other SMEs to deliver deeper product and solution enablement where needed.
• Translate GTM priorities, business insights, and sales strategies into practical enablement that sellers can apply directly to customer and opportunity conversations.
• Partner cross-functionally to develop and execute enablement tied to priority sales plays, product launches, growth opportunities, and identified seller capability gaps.
• Reinforce enablement through practical field application, manager engagement, coaching, and ongoing measurement rather than relying solely on point-in-time training.
• Gather seller and manager feedback to continuously improve enablement, messaging, sales plays, and GTM execution.

Sales Coaching & Execution

• Provide ongoing coaching and reinforcement to sellers and frontline leaders to improve sales execution, pipeline health, opportunity progression, and overall commercial effectiveness.
• Lead and support deal reviews, pipeline reviews, account reviews, and other structured coaching rhythms that create greater rigor and consistency in field execution.
• Coach sellers on applying sales methodology, the UKG Way, discovery, value articulation, account and opportunity strategy, objection handling, and other core selling skills.
• Use pipeline, opportunity, and performance insights to identify coaching opportunities and focus reinforcement where it can have the greatest business impact.
• Partner with frontline leaders to reinforce expectations, establish accountability, and ensure strategic initiatives and enablement translate into sustained seller behaviour.
• Identify recurring field execution gaps and feed those insights back into GTM strategy, sales plays, enablement, and cross-functional planning.
• Strategic Planning & Business Management
• Develop strategic narratives, investment case inputs, operating plan materials, and executive-ready content that clarify GTM priorities and support leadership decision-making.
• Analyse market, customer, seller, pipeline, productivity, and performance insights to identify opportunities, pressure-test strategies, and recommend actions that improve GTM execution.
• Use performance and adoption insights to evaluate the effectiveness of sales plays, enablement, and coaching efforts and recommend adjustments where needed.

Cross-Functional Engagement

• Coordinate with Sales, Product Management, Marketing, Finance, Revenue Operations, Enablement, Customer Success, Professional Services, and other stakeholders to support alignment around strategic GTM priorities.
• Inform strategy and execution by synthesizing customer needs, market dynamics, seller feedback, financial insights, and operational data into clear findings and recommendations.
• Build trusted working relationships with cross-functional partners and provide practical support on GTM strategy, prioritization, trade-offs, and execution planning.

Experience and Qualifications:

• 5-10 years in GTM strategy, sales strategy, revenue operations, sales enablement, commercial transformation or business planning roles.
• Experience in a B2B SaaS or other complex, multi-stakeholder sales environment, with HCM a distinct advantage.
• A track record of turning business priorities into practical plans and measurable field activity: sales plays, launch readiness, operating rhythms, coaching plans or pipeline improvement initiatives.
• Direct experience supporting or coaching sellers and frontline sales leaders, including deal, pipeline or account reviews.
• Strong analytical experience using pipeline, productivity, adoption or customer data to identify gaps, recommend action and measure results.
• Strong cross-functional engagement with Sales, Product, Marketing, Finance, Revenue Operations and Customer Success.
• Exposure to APAC or another diverse regional market is highly desirable.
• Bachelor’s degree in business, commerce, marketing, finance or a related discipline would be relevant, or equivalent practical experience.

Company Overview: 

UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry — because great organizations know their workforce is their competitive edge. Learn more at ukg.com. 

UKG is proud to be an equal opportunity employer and is committed to promoting diversity and inclusion in the workplace, including the recruitment process. 

Disability Accommodation in the Application and Interview Process 

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com 

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