Account Executive - Identity

Workday • Atlanta, GA

2d • Hybrid

About The Position

Workday is expanding into identity management with a specialized sales team focused on helping 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, engage executives, and position Workday’s identity governance capabilities as part of its broader platform, AI, and agent governance vision. The role helps customers reduce access risk, strengthen compliance, automate identity lifecycle processes, and support trusted AI adoption at scale.

The Account Executive leads complex enterprise sales cycles from discovery through negotiation and close. The role builds account strategies, develops pipeline, qualifies opportunities, shapes executive-level value propositions, and coordinates internal and external teams to achieve customer outcomes. It engages CISOs, CIOs, CTOs, and other senior technology and security leaders, connecting identity and security priorities to measurable business value. The position also works with cloud, security, technology, and systems integration partners to advance identity governance across customers’ broader IT ecosystems.

The position is based primarily in Atlanta, Georgia, with additional U.S. locations listed. Workday’s Flex Work approach calls for spending at least half of each quarter in an office or in the field with customers, prospects, and partners, while allowing a flexible schedule. Remote home-office employees may also come together in offices for important moments.

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 and closing multi-stakeholder enterprise deals; high-ARR account management is specified for P4.
• Demonstrated co-prime or overlay success in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
• Fluency 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 an identity and access governance strategy.
• Ability to explain governance needs for employees and AI agents, including identity controls, access policies, lifecycle management, and governance workflows.
• Proven challenger and value-selling ability, including uncovering operational risk, building executive-level business cases, and aligning identity 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, shape executive-level value propositions, and progress opportunities across large, matrixed enterprise accounts.
• Build trusted executive relationships with CISOs, CIOs, CTOs, and senior technology leaders.
• 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.
• Develop pipeline 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.
• 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 need to govern identity and access for both human workers and AI agents, positioning identity governance as foundational to trusted enterprise AI, operational resilience, and scalable risk management.

Benefits

• The role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
• Annual refresh stock grants may be included as part of total compensation.
• Workday describes a flexible work schedule and provides remote home-office employees opportunities to meet in offices.

What This Job Offers

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