Account Executive, Identity (West)

Experienced Enterprise Seller For Identity Governance

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.

Workday is strategically expanding into the identity management space to govern access for both employees and AI agents across the enterprise. As enterprise adoption of autonomous agents accelerates, CIOs, CISOs, and CTOs are facing a critical governance challenge: how to manage identity, access, provisioning, lifecycle automation, and least-privilege controls across a combined workforce of people and AI agents. Workday is establishing a specialized Identity sales team focused on helping enterprise customers modernize identity governance and access management for this new era of work. This team will partner with customers to articulate how Workday's identity governance capabilities, expected to become part of Workday's Agent System of Record, can help reduce access risk, strengthen compliance, automate identity lifecycle processes, and unlock trusted AI adoption at scale. The Revenue organization at Workday is grounded in integrity, innovation, accountability, and collaboration. We are looking for experienced enterprise sellers who can build trusted executive relationships, lead complex security and identity focused sales cycles, and help accelerate market adoption in a strategic growth area for Workday.

You are an experienced enterprise seller who combines identity and security fluency, executive presence, and disciplined sales execution. You are comfortable engaging CISOs, CIOs, CTOs, senior technology leaders, security executives, and ecosystem partners while navigating complex, multi-stakeholder sales cycles.

You know how to build trusted customer relationships, uncover operational and compliance risk, shape executive level value propositions, orchestrate internal resources, and connect identity governance capabilities to measurable business outcomes. You bring credibility in conversations about identity governance, access management, provisioning, access reviews, least-privilege enforcement, lifecycle automation, compliance, AI governance, cloud architecture, and enterprise transformation.

This is an overlay sales role. You will partner closely with Core Account Executives and cross-functional teams to develop opportunities, advance executive engagement, and help position Workday's identity governance capabilities as a strategic part of Workday's broader platform, AI, and agent governance vision.

Key Focus & Responsibilities:

• Own complex enterprise identity sales cycles. Lead identity governance opportunities from discovery through negotiation and close. Build account strategies, qualify opportunities, shape executive-level value propositions, and progress opportunities with discipline across large, matrixed enterprise accounts.
• Build trusted executive relationships. Engage CISOs, CIOs, CTOs, and senior technology leaders to position Workday as a strategic enterprise software partner for identity governance, agentic AI governance, access modernization, and enterprise risk reduction.
• Connect identity and security priorities to business value. Translate customer needs across identity governance, provisioning, access reviews, least-privilege enforcement, lifecycle automation, security, compliance, AI governance, and enterprise transformation into clear value-based sales strategies.
• Orchestrate cross functional teams. Partner with Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partner teams, and sales support to deliver compelling customer outcomes and support complex deal execution.
• Develop pipeline and identify timely opportunities. Build pipeline across assigned accounts by identifying business events, security priorities, identity modernization initiatives, AI governance needs, compliance requirements, and market signals that create opportunities for Workday's identity governance capabilities.
• Advance overlay and ecosystem selling. Operate effectively in a collaborative overlay model alongside core account owners and specialist teams. Collaborate with cloud partners, global system integrators, security ecosystem partners, and technology partners to expand Workday's relevance within the customer's broader IT, security, and identity landscape.
• Shape the identity governance narrative. Help customers understand the importance of governing identity and access across both human workers and AI agents. Position identity governance as a foundational requirement for trusted enterprise AI adoption, operational resilience, and scalable risk management.

About You

Basic Qualifications:

• +5 years of high-performing enterprise SaaS sales experience.
• +3 years specifically focused on 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 & CIO.
• Documented track record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals and managing high ARR accounts.
• Demonstrated co-prime success working in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.

P5 Account Executive, Identity:

• +8 years of high-performing enterprise SaaS sales experience.
• +5 years specifically focused on 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 & CIO.
• Documented track record of consistently meeting or exceeding quota while closing multi-stakeholder enterprise deals.
• Demonstrated co-prime/overlay success working in collaborative, matrixed enterprise sales environments alongside core account owners and specialist teams.

Other Qualifications

• Identity and security domain fluency. Strong credibility in identity governance, access management, provisioning, access certification, least-privilege access, lifecycle automation, compliance, security operations, and enterprise risk management.
• CISO, CIO, and CTO persona fluency. Ability to engage senior technology and security leaders by connecting business transformation, operational risk, security governance, workforce strategy, and AI adoption to a clear identity and access governance strategy.
• AI governance and agentic identity fluency. Ability to articulate the emerging need to govern access for both employees and AI agents, including how identity controls, access policies, lifecycle management, and governance workflows must evolve as autonomous agents become part of the enterprise workforce.
• Challenger and value selling. Proven ability to challenge legacy identity and access assumptions, uncover hidden operational risk, frame executive-level business cases, and align identity modernization efforts to measurable business outcomes.
• Cross-functional orchestration. Experience leading complex account motions that require tight coordination across sales, solution consulting, value management, product, customer success, partners, and executive stakeholders.
• Cross-ecosystem interoperability. Ability to position identity governance capabilities as an interoperable component of a customer's broader IT, security, cloud, data, application, and AI ecosystem.
• Enterprise sales discipline. Strong command of account planning, qualification, pipeline generation, stakeholder mapping, executive engagement, mutual action planning, negotiation, and complex deal execution.