Senior Manager Sales Optimization Policy and Proposals

PAYLOCITY CORPORATION•Schaumburg, IL

5h•Onsite

About The Position

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.

Requirements

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.
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.

Responsibilities

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.
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.
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.
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.
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.
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.
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.