Account Executive - US Federal

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Your work days are brighter here. We're obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we're shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you'll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We're in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you'll do meaningful work with Workmates who've got your back. In return, we'll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you've found a match in Workday, and we hope to be a match for you too.

About the Role

This role will support one or more direct or indirect contracts with the U.S. Federal Government which, due to federal government security requirements, mandates that all Workday personnel working on the contracts be United States citizens (naturalized or native).

Here at Workday, our Account Executives are key players in our Field Sales organization. Our Customer Base sales team uses their extensive experience and consultative selling skills to initiate and support sales of Workday Solutions within Workday's existing customers. This fantastic team of hardworking professionals play a key role in driving incremental add-on business into strategic named accounts. As a team, we believe that partnering with our customers to craft relevant solutions that deliver long-lasting value is super important. We want to make sure that our customers are positively satisfied from day one and forever ongoing.

In this role, you will primarily be responsible for managing and growing the Department of Defense. As an existing customer, the Department of Defense is looking to grow and scale their Workday solutions. This role would act as the Major Account Executive to align with the goals of the Human Capital Manager senior executives within the Department of Defense.

In this role, you will:

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory, namely for the Department of Defense.
• Be responsible for developing and maintaining relationships with existing customers with a focus on upselling via deal management
• Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment
• Drive strategic add-on and renewal business of Workday solutions within Large Enterprise customers
• Coordinate cross functionally with Workday's internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support)

About You

Basic Qualifications:

• 5+ years of experience selling into the Department of Defense and/or related agencies.
• 12+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels from a field sales position.
• Experience (10+ years) negotiating deals with a variety of C-Suite Executives to close opportunities
• Experience (10+ years) building relationships with existing customers for add-on or incremental business
• Experience (10+ years) in developing long-term account strategies with existing customers
• Experience (3+ years) with DISA as well as IL4 / IL5 accreditations as DISA is Workday's IL4 sponsor

Other Qualifications (preferred):

• Top Secret security clearance (preferred)
• Experience with managing longer deal cycles beyond 6 months, with large deal sizes
• Understanding of the strategic competitive landscape of the industry by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts
• Experience leveraging and partnering with internal team members on account strategies
• Excellent verbal and written communication skills