Account Executive - Identity

Workday • Boston, MA

2d • $130,000 - $195,000 • Hybrid

About The Position

Workday is expanding into identity management and forming a specialized sales team to help enterprise customers modernize identity governance and access management for employees and AI agents. This overlay sales role partners with Core Account Executives and cross-functional teams to develop opportunities and position Workday’s identity governance capabilities as part of its broader platform and agent governance vision. The role engages senior technology and security executives, leads complex enterprise sales cycles, and connects identity and security needs to measurable business outcomes. The position may be hired at P4 or P5 level, with different experience thresholds for each.

Requirements

• P4: At least 5 years of high-performing enterprise SaaS sales experience.
• P4: At least 3 years selling identity governance, identity and access management, cybersecurity, cloud security, enterprise platform, data, AI governance, or related solutions directly to the Office of the CISO, CTO, and CIO.
• P4: Documented record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals and managing high-ARR accounts.
• P4: Demonstrated co-prime success in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
• P5: At least 8 years of high-performing enterprise SaaS sales experience.
• P5: At least 5 years selling identity governance, identity and access management, cybersecurity, cloud security, enterprise platform, data, AI governance, or related solutions directly to the Office of the CISO, CTO, and CIO.
• P5: Documented record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals.
• P5: Demonstrated co-prime or overlay success in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
• Fluency in identity and security domains, including identity governance, access management, provisioning, access certification, least-privilege access, lifecycle automation, compliance, security operations, and enterprise risk management.
• Ability to engage CISO, CIO, and CTO leaders and connect business transformation, operational risk, security governance, workforce strategy, and AI adoption to identity and access governance strategy.
• Ability to articulate the need to govern access for employees and AI agents, including evolving identity controls, access policies, lifecycle management, and governance workflows.
• Proven ability to challenge legacy identity and access assumptions, uncover operational risk, frame executive-level business cases, and align identity modernization to measurable outcomes.
• Experience leading complex account motions through coordination across sales, solution consulting, value management, product, customer success, partners, and executive stakeholders.
• Ability to position identity governance as interoperable with customers’ broader IT, security, cloud, data, application, and AI ecosystems.
• Strong command of account planning, qualification, pipeline generation, stakeholder mapping, executive engagement, mutual action planning, negotiation, and complex deal execution.

Responsibilities

• Lead complex enterprise identity governance opportunities from discovery through negotiation and close, including account strategy, qualification, executive value propositions, and disciplined opportunity progression.
• Build trusted relationships with CISOs, CIOs, CTOs, and senior technology leaders, positioning Workday as a strategic partner for identity governance, AI governance, access modernization, and risk reduction.
• Translate customer needs in identity governance, provisioning, access reviews, least-privilege enforcement, lifecycle automation, security, compliance, AI governance, and enterprise transformation into value-based sales strategies.
• Coordinate Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partner teams, and sales support to support customer outcomes and deal execution.
• Develop pipeline in assigned accounts by identifying business events, security priorities, identity modernization initiatives, AI governance needs, compliance requirements, and relevant market signals.
• Work in a collaborative overlay model with core account owners and specialist teams, and collaborate with cloud partners, global system integrators, security ecosystem partners, and technology partners.
• Explain the importance of governing identity and access for both human workers and AI agents, positioning identity governance as foundational to trusted enterprise AI adoption, operational resilience, and scalable risk management.

Benefits

• May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
• May be eligible for annual refresh stock grants.
• Workday describes its comprehensive benefits but does not enumerate them in the posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed