Principal Product Manager - Territory Management at UKG

Job description

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 team This role sits within UKG’s Revenue Operations organization and partners closely with Sales Leadership, FP&A, Finance, Data & Analytics, Architecture, and Engineering. The team’s mission is to transform how UKG plans, manages, and optimizes sales territories — moving from fragmented manual workflows to an integrated, automated, and intelligent planning ecosystem built for speed and strategic insight. About the role As the Principal Product Manager, you will drive a fundamental transformation of how UKG manages Sales Territory Management. Your goal is not to optimize existing processes but to reimagine and rebuild them as a data-driven, automated, and Agentic-AI-first capability that enables leaders to make faster, more informed decisions. You will own the vision, strategy, roadmap, and delivery for this transformation and collaborate with executive stakeholders across functions to define, build, and scale a next-generation planning product. Key responsibilities: • Own and evolve the product vision, strategy, and roadmap for next-generation sales territory management. • Reimagine the end-to-end territory planning process — including segmentation, account assignment, coverage balancing, quota alignment, and capacity planning — to enable automation and intelligence. • Unify territory planning with forecasting, FP&A, pipeline, revenue targets, and business insights into a connected, data-driven decision framework. • Design and implement an Agentic-AI-first operating model where intelligent agents continuously analyze data, flag risks, recommend actions, generate scenarios, and automate approved decisions. • Partner with Architecture, Data, and Engineering to build scalable data models, APIs, and integration capabilities that connect systems like Salesforce and Clari. • Define product requirements that support a cohesive planning ecosystem rather than disconnected applications; ensure seamless operation across Salesforce and Clari. • Introduce industry best practices in sales operations, territory management, forecasting, capacity modeling, and revenue planning. • Lead discovery sessions, user interviews, and workshops to capture insights and prioritize product requirements. • Define MVP scope, iterate on delivery, and measure results to drive improvement in planning efficiency and decision velocity. • Establish success metrics around territory effectiveness, capacity accuracy, forecast quality, coverage gaps, and sales productivity. • Communicate strategy, progress, and business outcomes to executives and stakeholders; foster alignment across teams. • Champion a data-first, outcome-driven approach to product management, setting a standard for excellence in enterprise product delivery. About you Basic qualifications: • 8+ years of Product Management experience in B2B SaaS or enterprise technology. • Strong understanding of territory design, account assignment, capacity and coverage planning, quota setting, forecasting, and sales performance management. • Deep expertise in Sales Territory Management, Sales Planning, or Revenue Operations. • Proficient in Salesforce, including CRM data models, automation, and integration frameworks. • Experience with Clari and modern revenue forecasting tools. • Strong understanding of FP&A principles and how financial targets translate into capacity and territory plans. Preferred qualifications: • Experience with Agentic AI, intelligent automation, or AI-driven decision-support systems. • Proven success transforming manual, spreadsheet-heavy processes into scalable enterprise-grade products. • Background in systems architecture and data engineering collaboration. • Demonstrated skill in product leadership, stakeholder management, and influencing senior executives. • Excellent communication skills with the ability to distill complexity into actionable insights. 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. Equal Opportunity Employer UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories. View The EEO Know Your Rights poster UKG participates in E-Verify. View the E-Verify posters here . It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. 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 . The pay range for this position is $115,100 to $165,450. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG’s benefits and rewards at ukg.com

Requirements

Must-haves

About the team
Own and evolve the product vision, strategy, and roadmap for next-generation sales territory management.
Reimagine the end-to-end territory planning process — including segmentation, account assignment, coverage balancing, quota alignment, and capacity planning — to enable automation and intelligence.
Unify territory planning with forecasting, FP&A, pipeline, revenue targets, and business insights into a connected, data-driven decision framework.
Design and implement an Agentic-AI-first operating model where intelligent agents continuously analyze data, flag risks, recommend actions, generate scenarios, and automate approved decisions.
Partner with Architecture, Data, and Engineering to build scalable data models, APIs, and integration capabilities that connect systems like Salesforce and Clari.
Define product requirements that support a cohesive planning ecosystem rather than disconnected applications; ensure seamless operation across Salesforce and Clari.
Introduce industry best practices in sales operations, territory management, forecasting, capacity modeling, and revenue planning.
Lead discovery sessions, user interviews, and workshops to capture insights and prioritize product requirements.
Define MVP scope, iterate on delivery, and measure results to drive improvement in planning efficiency and decision velocity.
Establish success metrics around territory effectiveness, capacity accuracy, forecast quality, coverage gaps, and sales productivity.
Communicate strategy, progress, and business outcomes to executives and stakeholders; foster alignment across teams.
Champion a data-first, outcome-driven approach to product management, setting a standard for excellence in enterprise product delivery.
8+ years of Product Management experience in B2B SaaS or enterprise technology.
Strong understanding of territory design, account assignment, capacity and coverage planning, quota setting, forecasting, and sales performance management.
Deep expertise in Sales Territory Management, Sales Planning, or Revenue Operations.
Proficient in Salesforce, including CRM data models, automation, and integration frameworks.
Experience with Clari and modern revenue forecasting tools.
Strong understanding of FP&A principles and how financial targets translate into capacity and territory plans.

Nice-to-haves

Experience with Agentic AI, intelligent automation, or AI-driven decision-support systems.
Proven success transforming manual, spreadsheet-heavy processes into scalable enterprise-grade products.
Background in systems architecture and data engineering collaboration.
Demonstrated skill in product leadership, stakeholder management, and influencing senior executives.
Excellent communication skills with the ability to distill complexity into actionable insights.

Application prep

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Keywords to mirror

Platform: eightfold
Effort: medium

Benefits

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