Account Executive - Identity

Workday • Atlanta, GA

2d • $130,000 - $195,000 • Hybrid

About The Position

Workday is expanding into identity management and establishing a specialized Identity sales team to help enterprise customers modernize identity governance and access management for a workforce that includes both people and AI agents. The team will help customers reduce access risk, strengthen compliance, automate identity lifecycle processes, and support trusted AI adoption at scale.

The Account Executive is an experienced enterprise seller with identity and security fluency, executive presence, and disciplined sales execution. This is an overlay sales role, partnering with Core Account Executives and cross-functional teams to develop opportunities, engage executives, and position Workday’s identity governance capabilities as part of its broader platform, AI, and agent governance vision. The role engages senior technology and security leaders and coordinates complex, multi-stakeholder enterprise sales cycles.

Workday uses a flexible work approach that combines in-person and remote work. Teams spend at least half of their time each quarter in the office or in the field with customers, prospects, and partners, depending on the role. The position is based primarily in Atlanta, Georgia, with additional U.S. locations listed.

Requirements

• For P4: at least 5 years of high-performing enterprise SaaS sales experience.
• For 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.
• For P5: at least 8 years of high-performing enterprise SaaS sales experience.
• For 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.
• Documented record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals; high ARR account management is specified for P4.
• Demonstrated success in co-prime or overlay selling in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
• Credibility in identity governance, access management, provisioning, access certification, least-privilege access, lifecycle automation, compliance, security operations, and enterprise risk management.
• Ability to engage senior technology and security leaders by connecting business transformation, operational risk, security governance, workforce strategy, and AI adoption to identity and access governance.
• 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 connect modernization to measurable business outcomes.
• Experience coordinating complex account motions 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 sales opportunities from discovery through negotiation and close.
• Build account strategies, qualify opportunities, develop executive-level value propositions, and progress opportunities across large, matrixed enterprise accounts.
• Build trusted relationships with CISOs, CIOs, CTOs, and senior technology leaders, positioning Workday as a strategic enterprise software partner.
• Translate customer priorities in identity governance, provisioning, access reviews, least-privilege enforcement, lifecycle automation, security, compliance, AI governance, and enterprise transformation into value-based sales strategies.
• Coordinate with Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partner teams, and sales support to deliver customer outcomes and execute complex deals.
• Develop pipeline in assigned accounts by identifying business events, security priorities, identity modernization initiatives, AI governance needs, compliance requirements, and market signals.
• Work in a collaborative overlay model alongside core account owners and specialist teams.
• Collaborate with cloud partners, global system integrators, security ecosystem partners, and technology partners to expand Workday’s relevance in customers’ IT, security, and identity landscapes.
• Explain the need to govern identity and access across 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 provides comprehensive benefits; specific benefits are not listed in the posting.
• Flexible work schedule combining in-person and remote work.

What This Job Offers

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