Account Executive - Identity
About The Position
Workday is building a specialized Identity sales team to help enterprise customers modernize identity governance and access management for employees and AI agents. The team helps customers address identity, access, provisioning, lifecycle automation, and least-privilege governance challenges, supporting reduced access risk, stronger compliance, automated identity processes, and trusted AI adoption. This is an overlay sales role. The Account Executive partners 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 leads complex enterprise sales cycles and connects identity and security needs to measurable business outcomes. The position is offered at P4, P5, or P6 levels, with experience thresholds varying by level. Workday’s flexible-work approach combines in-person work with remote work; teams spend at least 50% of each quarter in the office or in the field with customers, prospects, and partners, depending on role. The listed primary location is Chicago, Illinois, with additional US locations also listed.
Requirements
- P4: At least 5 years of high-performing enterprise SaaS sales experience.
- P4: At least 3 years focused on 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: At least 8 years of high-performing enterprise SaaS sales experience.
- P5: At least 5 years focused on 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.
- P6: At least 10 years of high-performing enterprise SaaS sales experience.
- P6: At least 6 years focused on 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 track record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals; high ARR account experience is specified for P4.
- Demonstrated co-prime or overlay success in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
- Strong 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 by connecting transformation, operational risk, security governance, workforce strategy, and AI adoption to identity and access governance strategy.
- Ability to articulate identity governance needs for employees and AI agents, including identity controls, access policies, lifecycle management, and governance workflows.
- Proven ability to challenge legacy identity and access assumptions, uncover operational risk, develop 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 enterprise sales discipline, including 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, shape executive-level value propositions, and advance opportunities across large, matrixed enterprise accounts.
- 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 enterprise risk reduction.
- Translate customer needs related to 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, sales support, and executive stakeholders 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 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 need to govern identity and access for both people and AI agents, positioning identity governance as foundational to trusted enterprise AI adoption, operational resilience, and scalable risk management.
- Manage enterprise sales processes including account planning, qualification, pipeline generation, stakeholder mapping, executive engagement, mutual action planning, negotiation, and deal execution.
Benefits
- May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
- May be eligible for annual refresh stock grants.
- Workday offers a comprehensive benefits package; details are available through the company.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
