Enterprise Account Executive - Federal Civilian

Account Executive

Your work days are brighter here.

We're obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we're shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you'll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We're in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you'll do meaningful work with Workmates who've got your back. In return, we'll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you've found a match in Workday, and we hope to be a match for you too.

About the Team

Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Enterprise Sales team at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them. The Workday Federal Sales organization is dedicated to empowering U.S. federal government agencies with Workday's agile, cloud-based solutions for Human Capital Management (HCM) and Financial Management. They focus on delivering real-time insights and automation to enhance talent management, optimize financial operations, and drive mission-critical efficiency for the federal workforce.

About the Role

Here at Workday, our Account Executives are key players in our Field Sales Operations organization. This role will focus on both net-new revenue focus and customer base sales to fuel for Workday Federal's customer growth!

As a team, we believe that partnering with our customers to craft relevant solutions that deliver long lasting value is super important. We want to make sure that our customers are positively satisfied from day one and forever ongoing. In this role, you will:

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory
• Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment
• Initiate and support sales of Workday solutions within Large Enterprise prospects and shares Workday value proposition
• Build and nurture relationships with customers, managing the deal process and connecting them to Workday solutions
• Work closely with C-Suite Executives
• Maintain accurate and timely customer/prospect, pipeline, and service forecast data

About You

Basic Qualifications

• 8-10+ years of experience in field sales, selling enterprise SaaS/cloud-based ERP, HCM, financial, planning, and analytics solutions or cloud software/applications to C-level executives
• 5+ years selling into Federal Civilian customer accounts
• 5 years of proven expertise in developing relationships with large enterprise net new customers and achieving new business acquisition in enterprise software sales, consistently meeting or exceeding sales quotas
• 5 years of track record in value selling, driving customer engagement and sales for complex enterprise solutions with long sales cycles by effectively highlighting product value

Other Qualifications

• Experience collaborating with some of our key sales & implementation partners including Salesforce, AWS, Deloitte, Accenture, Cognizant, KPMG etc.
• Experience partnering with internal teams (pre-sales, value, inside sales) to develop and execute account strategies for short- and long-term prospecting and territory management, achieving quota while managing multiple deals simultaneously
• Ability to leverage both business acumen and industry insights to understand market dynamics, interpret business situations, and drive informed strategic decisions
• Adept in account development strategies, including the creation and management of customer accounts, with a focus on driving expansion and revenue growth
• Ability to strategize and execute sales acceleration techniques to shorten sales cycles and optimize sales team performance
• Exhibits deep product knowledge expertise, encompassing the skill to articulate product features, benefits, and use cases effectively
• Excellent communication skill, with strong ability to clearly and effectively convey information through diverse channels

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate's compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday's comprehensive benefits, please click here.

Primary Location: USA.VA.McLean (Tyson's Corner) Primary Location Base Pay Range: $162,000 USD - $198,000 USD Additional US Location(s) Base Pay Range: $162,000 USD - $198,000 USD

Our Approach to Flexible Work

With Flex Work, we're combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.