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.
Position Overview
As Director BDR, you will lead a high-performing team of Business Development Representatives focused on generating qualified leads and new business opportunities at the fastest growing HCM company. This role combines strategic leadership, sales process optimization, and deep knowledge of the HCM market to build a scalable and results-driven outbound sales strategy. You will collaborate closely with Sales, Marketing, and Product teams to align on messaging, identify target prospects, and ensure the successful conversion of leads to pipeline opportunities.
Team Leadership & Development:
Lead, mentor, and manage a team of outbound BDRs managers, focused on outbound lead generation. Establish performance goals and KPIs for the team and ensure the achievement of monthly, quarterly, and annual targets. Oversee the recruiting, training, and onboarding new BDRs, providing ongoing coaching and development to improve their skills and performance. Foster a high-energy, results-oriented culture of collaboration, motivation, and continuous improvement.Outbound Strategy & Execution:
Develop and implement a comprehensive outbound sales strategy to identify and engage decision-makers in target organizations within the HCM market. Collaborate with Marketing to create effective email campaigns, messaging, and outreach strategies aligned with the customer profile. Build and refine cold-calling, prospecting, and email outreach tactics for BDRs to generate qualified leads. Use CRM tools (e.g., Salesforce) to track team activities, analyze performance metrics, and manage lead flow effectively.Lead Qualification & Sales Pipeline Development:
Oversee the qualification of inbound and outbound leads and ensure they meet the criteria for being passed to the Sales team. Work closely with BDR Managers and Sales leadership to align on lead hand-off processes, ensuring smooth transitions from the BDR team to the sales team. Ensure all prospecting efforts are focused on identifying the right target accounts, especially those in industries related to HCM software solutions, payroll, benefits administration, talent management, and workforce planning.Market Intelligence & Industry Expertise:
Stay up to date with trends, challenges, and innovations in the HCM space to better inform outreach strategies and messaging. Regularly analyze competitor activities and market conditions to adjust the team's approach and identify new growth opportunities. Develop and communicate insights from the field to help improve overall sales and marketing strategies.Metrics & Reporting:
Monitor key performance indicators (KPIs) such as lead generation, conversion rates, meeting booking, and pipeline contribution. Provide regular reports and updates to executive leadership on team performance, pipeline health, and strategic initiatives. Continuously assess and refine the outbound process to ensure efficiency and maximum return on investment.Collaboration & Cross-Functional Support:
Partner with the marketing team to ensure alignment on campaigns, messaging, and content for lead generation efforts. Collaborate with Product and Customer Success teams to understand key pain points and selling points that can be used in prospecting efforts. Participate in strategic planning sessions to refine go-to-market approaches and improve outreach.Qualifications:
Required:
A demonstrated track record of successfully leading teams and managing other leaders within an organization. 7+ years of experience in sales, business development, or outbound sales roles within the B2B SaaS or HCM industry. Proven track record of successfully leading a team of BDRs, SDRs, or sales professionals with a focus on outbound lead generation. Deep understanding of the HCM landscape, including HR software, talent management, payroll, benefits administration, workforce planning, and employee experience solutions. Expertise in using CRM software (e.g., Salesforce, HubSpot) and sales engagement tools (e.g., Outreach, SalesLoft) to manage activities and track performance. Strong understanding of sales methodologies (e.g., MEDDIC, SPIN, Challenger Sales) and pipeline management best practices. Excellent communication, presentation, and interpersonal skills with the ability to influence and motivate others. Strong analytical and problem-solving skills, with a data-driven approach to decision-making.Preferred:
Experience in a leadership role within a high-growth SaaS company or HCM-focused organization. Familiarity with sales enablement tools, content management systems, and marketing automation platforms. Proven experience in working with remote or distributed teams.
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 LeaveBenefits@paylocity.com. 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.
This role can be performed from any office in the US. The pay range for this position is $86,000 - $159,600/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan and an annual 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 www.paylocity.com/careers.