Account Executive, Customer Base SMB

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 Account Executive, Customer Base SMB is responsible for generating incremental revenue and increasing customer value across an assigned portfolio of existing Powerpay customers.

This role owns the commercial relationship with its customer base and is accountable for proactively identifying opportunities to expand the Powerpay relationship, creating and progressing qualified pipeline, and closing expansion business against an assigned revenue quota.

This is a proactive sales role. Success requires developing a deep understanding of each customer’s business, identifying whitespace and emerging needs, creating relevant sales opportunities, and maintaining a disciplined operating cadence that produces predictable revenue.

The Account Executive also plays an important role in protecting the existing revenue base by maintaining strong customer relationships, identifying commercial or retention risks early, and coordinating with the appropriate Powerpay teams to address them.

Own Growth Across an Assigned Customer Portfolio

• Take commercial ownership of an assigned portfolio of existing Powerpay customers.
• Develop a strong understanding of each customer’s business, current Powerpay relationship, product usage, organizational changes, and potential future needs.
• Identify whitespace and expansion opportunities across the portfolio.
• Build and maintain account and expansion plans for priority customers.
• Proactively engage customers rather than relying primarily on inbound demand.
• Prioritize accounts based on revenue potential, customer needs, engagement signals, product fit, and likelihood to expand.
• Maintain a balanced focus between immediate opportunities and development of future pipeline.

Generate Expansion Pipeline

• Consistently create qualified expansion opportunities from the existing customer base.
• Execute structured outbound customer engagement through calls, emails, campaigns, Power Hours, and other approved sales motions.
• Leverage customer information, product adoption, account history, marketing signals, and business events to develop relevant reasons for engagement.
• Conduct effective discovery to understand customer needs, business problems, stakeholders, timing, and buying requirements.
• Convert customer conversations into properly qualified opportunities when a legitimate business need is identified.
• Build sufficient forward-looking pipeline to support current-month performance and future revenue objectives.
• Focus on generating high-quality, actionable pipeline capable of converting into predictable revenue.

Own Opportunities from Discovery Through Close

• Own the expansion sales process from initial customer engagement through discovery, solution positioning, proposal, negotiation, and close.
• Establish clear business value for proposed Powerpay solutions and connect recommendations directly to the customer’s needs.
• Identify decision-makers, influencers, and other stakeholders required to progress the opportunity.
• Maintain a clear next step and agreed timeline on every active opportunity.
• Review proposals directly with customers rather than relying on "send-only" proposals.
• Proactively address objections, competitive risks, timing issues, and other barriers to close.
• Coordinate effectively with Fulfillment and other internal teams to ensure clean handoffs following the sale.

Deliver Revenue and Forecast Commitments

• Own an individual expansion revenue quota and be accountable for delivering against it.
• Maintain sufficient pipeline coverage to support predictable performance.
• Provide accurate and evidence-based forecasts.
• Distinguish clearly between Commit, Probable, and Upside opportunities based on customer evidence and deal progression.
• Surface risks early and develop concrete actions to close performance or pipeline gaps.
• Balance closing current-period revenue with building sufficient pipeline for the following 30-45 days.
• Take ownership of revenue realization, not simply bookings or opportunity creation.

Develop Strategic Customer Relationships