Account Executive - Identity

Workday • Chicago, IL

2d • Hybrid

About The Position

Workday is expanding into identity management to help enterprises govern access for employees and AI agents. The specialized Identity sales team helps customers modernize identity governance and access management, reduce access risk, strengthen compliance, automate identity lifecycle processes, and support trusted AI adoption at scale. The role sells Workday identity governance capabilities as part of its broader platform and agent governance vision.

This experienced enterprise seller role combines identity and security expertise, executive presence, and disciplined sales execution. It engages CISOs, CIOs, CTOs, senior technology leaders, and ecosystem partners through complex, multi-stakeholder sales cycles. This is an overlay sales role that partners with Core Account Executives and cross-functional teams to develop opportunities, advance executive engagement, and position Workday’s identity governance capabilities strategically.

The role is based on Workday’s Flex Work approach, combining in-person and remote work. Employees spend at least half of their time each quarter in the office or in the field with customers, prospects, and partners, with flexibility to shape schedules around business, team, and personal needs. Remote home-office employees may also meet in offices for important occasions.

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.
• For P6: At least 10 years of high-performing enterprise SaaS sales experience.
• For P6: At least 6 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; P4 candidates must also have managed high-ARR accounts.
• Demonstrated co-prime or overlay success 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 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 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.
• Develop account strategies, qualify opportunities, shape executive-level value propositions, and advance opportunities across large, matrixed enterprise accounts.
• Build trusted relationships with CISOs, CIOs, CTOs, and senior technology leaders.
• Connect identity and security priorities—including provisioning, access reviews, least-privilege enforcement, lifecycle automation, compliance, and AI governance—to business value and measurable outcomes.
• Coordinate with Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partner teams, and sales support to support customer outcomes and complex deal execution.
• Develop pipeline across assigned accounts by identifying business events, security priorities, identity modernization initiatives, AI governance needs, compliance requirements, and market signals.
• Work collaboratively in an overlay model with 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 environments.
• 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 comprehensive benefits are referenced, but specific benefits are not listed in the posting.

What This Job Offers

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