Regional Sales Director - Identity

Workday•Pleasanton, CA

11d•Hybrid

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 Regional Sales Director leads specialized Account Executives who work 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 and agent governance vision. The role calls for an experienced enterprise sales leader with identity and security fluency, executive presence, and disciplined sales execution. The director coaches sellers, orchestrates internal resources and ecosystem partners, shapes executive-level value propositions, and establishes accountability for pipeline generation, forecast accuracy, and revenue performance. The position includes building the identity governance narrative for customers and prospects and helping establish Workday’s presence in a developing market. The team engages on identity governance, access management, provisioning, access reviews, least-privilege controls, lifecycle automation, compliance, AI governance, cloud architecture, and enterprise transformation. Workday describes its flexible work approach as a blend of in-person and remote work, with at least 50% of time each quarter spent in the office or in the field with customers, prospects, and partners.

Requirements

At least 2 years of field sales management experience at a SaaS, cybersecurity, identity, or enterprise software company, ideally focused on new business acquisition or strategic expansion.
At least 8 years of experience as a field sales representative selling cloud, SaaS, cybersecurity, identity governance, identity and access management, enterprise platform, data, AI governance, or related enterprise software solutions.
At least 5 years of experience selling or leading sales motions directly to the Office of the CISO, CIO, or CTO.
At least 8 years of experience managing complex enterprise sales cycles from start to finish, with a track record of revenue and quota attainment.
At least 5 years of experience as a leader in a team-selling environment.
Demonstrated experience operating in co-prime, specialist, or matrixed enterprise sales models.
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 with senior security and technology leaders and understand the competitive landscape across identity, access management, cybersecurity, cloud, AI governance, and enterprise software.
Understanding of how identity controls, access policies, lifecycle management, and governance workflows must evolve to govern employees and autonomous AI agents.
Proven ability to coordinate business units and align account executives, specialist sellers, solution consulting, value management, product, customer success, partners, and executive stakeholders around a unified customer strategy.
Ability to challenge legacy identity and access assumptions, uncover operational risk, frame executive-level business cases, and connect modernization to measurable business outcomes.
Ability to position identity governance as an interoperable part of customers’ broader IT, security, cloud, data, application, and AI ecosystems.
Self-starter who can lead in a dynamic environment, build a new sales motion, coach teams through ambiguity, and help establish Workday’s identity governance position in a fast-evolving market.

Nice To Haves

Experience focused on new business acquisition or strategic expansion.
Experience selling cloud, SaaS, cybersecurity, identity governance, identity and access management, enterprise platform, data, or AI governance solutions.

Responsibilities

Lead, coach, and mentor a field sales team of specialized Account Executives focused on identity governance and access management; promote accountability, performance, collaboration, and continuous development.
Orchestrate complex identity sales cycles and coordinate Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partners, bid management, and sales support from discovery through negotiation and close.
Support the team in building trusted relationships with CISOs, CIOs, CTOs, and senior technology and security leaders, and position Workday as a strategic partner for identity governance, agentic AI governance, access modernization, and enterprise risk reduction.
Coach sellers to uncover operational, compliance, and access risk and translate customer priorities into clear executive-level value propositions.
Maintain accurate forecasts, inspect pipeline, and prepare business models for senior leadership; drive accountability for qualification, pipeline generation, deal progression, forecast accuracy, and revenue performance.
Lead sales execution alongside core account owners and specialist teams, ensuring alignment on account strategy, stakeholder mapping, mutual action planning, executive engagement, and deal governance.
Guide collaboration with cloud partners, global system integrators, security ecosystem partners, technology partners, and other business units to maximize sales outcomes.
Help shape Workday’s identity governance narrative and coach the team to explain the need to govern identity and access across human workers and AI agents as a foundation for trusted enterprise AI adoption.