Manager, Lost Client Account Executive

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:

We are seeking a strategic and results-driven Manager, Lost Client Account Executive (Win-Back Sales) to lead a team focused on re-engaging and recovering former clients. This role will be responsible for building a high-performing team, developing win-back strategies, and driving revenue through the successful re-acquisition of lost business.

You will combine sales leadership, coaching, and cross-functional collaboration to transform client attrition into growth opportunities. The ideal candidate brings a strong background in sales leadership, a passion for coaching, and the ability to turn insights into scalable processes.

Primary Responsibilities:

The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What You’ll Do

• Lead, coach, and develop a team of Lost Client Account Executives to consistently meet and exceed win-back revenue targets
• Establish and execute a scalable win-back strategy, including segmentation, outreach cadence, and messaging frameworks
• Monitor team performance through KPIs (conversion rates, pipeline, activity, revenue) and drive accountability
• Provide hands-on coaching in objection handling, negotiation, and consultative selling techniques
• Partner with Sales, Marketing, Service, and Product teams to identify trends in client attrition and inform retention and win-back strategies
• Analyze lost account data to uncover root causes, competitive insights, and opportunities for improvement
• Collaborate with leadership to design targeted campaigns and offers to re-engage former clients
• Ensure a disciplined and consistent sales process across the team, from outreach through close
• Support complex or high-value win-back opportunities directly when needed
• Build a strong team culture centered on resilience, continuous improvement, and customer-centric selling

Education and Experience:

What You Bring

• 5+ years of sales experience, with at least 2+ years in a leadership or mentor support role preferred
• Proven track record of supporting quota-carrying teams and delivering against revenue goals
• Strong coaching and talent development skills, with the ability to elevate team performance
• Experience in outbound sales, account management, or customer retention/win-back functions
• Data-driven mindset with the ability to translate insights into actionable strategies
• Excellent communication and executive presence
• Strong cross-functional collaboration skills
• Ability to thrive in a fast-paced, performance-driven environment
• Proficiency in CRM tools (Salesforce preferred) and sales analytics

Key Success Metrics

• Team attainment of win-back revenue targets
• Conversion rates from outreach to opportunity to close
• Pipeline generation and activity levels
• Reduction in time-to-reacquire accounts
• Improvement in win-back messaging effectiveness and campaign ROI
• Employee engagement and retention within the team

What Makes This Role Different

• Opportunity to build and shape a win-back function, not just manage it
• Direct impact on revenue growth by reclaiming high-value clients
• High visibility with senior leadership and cross-functional partners
• Blend of strategy, analytics, and frontline coaching

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.

The pay range for this position is $85,000 - $125,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan, annual bonus, and restricted stock until grant based on individual performance in addition to a full range of benefits . 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.

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