Regional Sales Director - Identity

Workday • Pleasanton, CA

12d • $174,000 - $261,000 • Hybrid

About The Position

Workday is establishing a specialized Identity sales team to help enterprise customers modernize identity governance and access management for a workforce that includes both people and AI agents. The team will explain how Workday’s identity governance capabilities can help reduce access risk, strengthen compliance, automate identity lifecycle processes, and support trusted AI adoption at scale.

The Regional Sales Director is an experienced enterprise sales leader who leads specialized Account Executives and partners with Core Account Executives and cross-functional teams. The role combines identity and security expertise, executive engagement, coaching, complex sales leadership, and disciplined management of pipeline, forecasts, and revenue performance. The director helps position Workday’s identity governance capabilities as part of its broader platform, AI, and agent governance vision.

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 successful 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.
• Fluency in the concerns and strategic competitive landscape of senior security and technology leaders across identity, access management, cybersecurity, cloud, AI governance, and enterprise software.
• Understanding of the need to govern access for employees and AI agents, and ability to guide teams in explaining how identity controls, access policies, lifecycle management, and governance workflows must evolve.
• 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 empower teams 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 interoperable with customers’ broader IT, security, cloud, data, application, and AI ecosystems.
• Self-starter and dynamic leader who can 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

• Field sales management experience focused on new business acquisition or strategic expansion.
• Experience in SaaS, cybersecurity, identity, or enterprise software sales.
• Experience selling or leading sales motions to CISO, CIO, or CTO organizations.

Responsibilities

• Lead, coach, and mentor a field sales team of specialized Account Executives focused on identity governance and access management; foster accountability, performance, collaboration, and continuous development.
• Orchestrate complex identity sales cycles, coordinating 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.
• Help the team build trusted relationships with CISOs, CIOs, CTOs, and senior technology and security leaders, and position Workday as a strategic enterprise software partner.
• Coach sellers to identify operational, compliance, and access risks and turn customer priorities into clear executive-level value propositions.
• Maintain accurate forecasting data, inspect pipeline, and develop business models for senior leadership; drive accountability for opportunity qualification, pipeline generation, deal progression, forecast accuracy, and revenue performance.
• Lead sales execution alongside core account owners and specialist teams, aligning account strategy, stakeholder mapping, mutual action plans, executive engagement, and deal governance.
• Guide co-selling with cloud partners, global system integrators, security ecosystem partners, technology partners, and other business units.
• Help shape Workday’s identity governance narrative and coach the team to explain the need to govern identity and access for both human workers and AI agents.

Benefits

• May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
• May be eligible for annual refresh stock grants.
• Workday describes its comprehensive benefits as available for further information during the hiring process.

What This Job Offers

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