Account Executive - Identity

Workday • Pleasanton, CA

2d • Hybrid

About The Position

Workday is expanding into identity management with a specialized sales team focused on helping 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 who combines identity and security expertise, executive presence, and disciplined sales execution. The role engages senior technology and security leaders and ecosystem partners, develops trusted customer relationships, uncovers operational and compliance risk, shapes value propositions, coordinates internal resources, and connects identity governance capabilities to measurable business outcomes.

This position leads complex enterprise identity sales cycles and collaborates across Workday teams and partners. It also helps customers understand the need to govern identity and access for both human workers and AI agents.

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 while 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 success in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.
• 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 stakeholders and connect 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 the evolution of identity controls, access policies, lifecycle management, and governance workflows.
• Proven challenger and value-selling skills, including uncovering operational risk, framing executive 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 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.
• 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 by identifying business events, security priorities, identity modernization initiatives, AI governance needs, compliance requirements, and relevant market signals.
• Educate customers on governing identity and access for human workers and AI agents, and position 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 approach combining in-person and remote work, with at least half of each quarter spent in the office or in the field with customers, prospects, and partners.

What This Job Offers

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