Account Executive - Identity
About The Position
Workday is expanding into identity management and forming a specialized Identity sales team to help enterprise customers govern access for employees and AI agents. The team will help customers modernize identity governance and access management, 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. The role engages CISOs, CIOs, CTOs, senior technology leaders, and ecosystem partners in complex, multi-stakeholder sales cycles. It builds trusted relationships, identifies operational and compliance risks, shapes executive-level value propositions, coordinates internal resources, and connects identity governance capabilities to measurable business outcomes. This is an overlay sales role. The Account Executive partners closely with Core Account Executives and cross-functional teams to develop opportunities, advance executive engagement, and position Workday's identity governance capabilities within its broader platform, AI, and agent governance vision.
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, 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.
- Strong 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 an identity and access governance strategy.
- Ability to articulate the need to govern access for employees and AI agents, including how identity controls, access policies, lifecycle management, and governance workflows must evolve as autonomous agents enter the enterprise workforce.
- Proven ability to challenge legacy identity and access assumptions, uncover operational risk, frame executive-level business cases, and align identity modernization to measurable business outcomes.
- Experience leading complex account motions requiring coordination across sales, solution consulting, value management, product, customer success, partners, and executive stakeholders.
- Ability to position identity governance capabilities 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; build account strategies, qualify opportunities, shape executive-level value propositions, and progress deals across large, matrixed enterprise accounts.
- Build trusted executive relationships with CISOs, CIOs, CTOs, and senior technology leaders, positioning Workday as a strategic partner for identity governance, agentic AI governance, access modernization, and enterprise 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 deliver customer outcomes and execute complex deals.
- Develop pipeline across assigned accounts by identifying business events, security priorities, identity modernization initiatives, AI governance needs, compliance requirements, and relevant market signals.
- Work collaboratively in an overlay model alongside 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.
- Flexible work arrangement combining in-person and remote work, with at least 50% of time each quarter in the office or in the field with customers, prospects, and partners.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
