Product Sales Specialist CLM & Document AI

Product Sales Specialist CLM & Document AI

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 Team

Workmates pride themselves on winning while having fun. That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Enterprise Specialised Sales team at Workday helps the company continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring out their best self, and get better by pushing and developing themselves and the Workmates around them. The CLM & Document AI CoE drives growth for our Contract Lifecycle Management offerings. CoE members act as business owners, providing guidance across the full sales cycle and deployment strategy.

About the Role

As a Product Sales Specialist CLM & Document AI, you are a key driver of Workday's growth in Contract Intelligence and Contract Lifecycle Management. You will be responsible for leading the CLM & Document AI motion with and through our field sales teams, helping Workday customers modernize and automate their end-to-end contracting workflows.

You are not just selling software; you are selling a new way for enterprises to discover, manage, and act on contract data across legal, procurement, finance, and supplier ecosystems. You will help customers move away from fragmented point solutions and manual contracting processes toward an intelligent, unified contract platform that integrates natively with Workday and the broader enterprise stack.

You will:

• Guide internal and external stakeholders on where CLM & Document AI fit in the enterprise architecture and how they create value across Legal, Procurement, Finance/CFO, and IT.
• Act as the CLM specialist "front-line" for Workday AEs, owning CLM & Document AI strategy in key pursuits while co-selling into complex platform and transformation deals.
• Lead strategic pursuits from early discovery through proof-of-value and commercial close, ensuring opportunities are qualified, forecasted accurately, and executed with excellence.

Key Responsibilities Include

Contract Intelligence Strategy & Orchestration

• Drive the CLM & Document AI narrative: Articulate how integrated CLM unlocks visibility into risk, obligations, and savings.
• Value mapping: Diagnose contracting landscapes and map differentiated value for Legal, Procurement, Finance, and IT.
• Use-case design: Prioritize high-impact cases like clause analytics and supplier consolidation to deliver quantifiable outcomes.
• Platform positioning: Advocate for a unified, AI-driven contract foundation rather than disconnected point solutions.
• Competitive edge: Highlight Workday's unified approach to reduce integration risk versus standalone vendors.

Sales Execution, Internal Co-Selling & Collaboration

• Co-selling partnership with AEs: Work in lock-step with Core and Enterprise Account Executives to position CLM & Document AI inside broader HCM, FINS, and cross-portfolio opportunities, aligning on account strategy, territory coverage, and pursuit plans.
• Sales to internal sellers: Serve as the CLM & Document AI "go-to" specialist for Workday's field teams, enabling them on messaging, discovery, qualification, and deal strategy, while directly engaging in top strategic pursuits as deal advisor and co-seller.
• Complex deal management: Lead sophisticated deal cycles that involve multiple stakeholders (General Counsel, Heads of Legal Operations, CPO/Head of Procurement, CFO/Finance leadership, CIO/CTO, and IT security). Navigate legal, data privacy, and AI-governance questions with authority.
• Proof-of-Value: Orchestrate POV engagements to demonstrate measurable impact on productivity and risk.
• Pipeline Hygiene: Maintain a healthy pipeline and provide accurate forecasts in a high-growth environment.

CoE Enablement, Best Practices & Market Feedback

• Enable and coach internal teams: Train and coach Workday AEs, solution consultants, and other partners on CLM & Document AI positioning, discovery, and competitive differentiation, acting as first point of contact for CLM-related questions.
• Codify and share best practices: Identify and disseminate best practices for CLM & Document AI sales cycles, partner engagement, and deployment patterns across segments and geographies.
• Customer evidence & reference building: Partner with Customer Success and Marketing to build case studies, references, and repeatable success stories that demonstrate the impact of CLM & Document AI across industries.
• Feedback loop to product: Capture and synthesize field feedback (use case gaps, competitive insights, implementation lessons) and channel it back into product, strategy, and enablement teams to continuously improve our offerings.

Basic Qualifications

• 5+ years SaaS enterprise sales experience selling to C-level executives.
• 3+ years of successful selling experience in CLM, Contract Analytics, Intelligent Document AI, or closely related legal-tech / procurement-tech domains, with a track record of landing and expanding in Enterprise accounts.
• Proven success managing complex, long deal cycles from discovery to close.
• Ability to tell a "better together" platform story across multiple products.
• Track record of consistent over-quota performance.

Other Qualifications

• Technical & competitive fluency: Able to articulate how Workday's unified data and AI approach compares to standalone CLM and contract analytics tools and how integrations are simplified versus traditional connector-heavy architectures.
• Consultative, CoE-style mindset: Experienced acting as a specialist advisorcoaching internal resources, guiding customers through maturity journeys, and helping define deployment and adoption strategies.
• Resilience & adaptability: Thrive in a fast-paced, evolving environment where playbooks, product, and market dynamics are rapidly maturing; comfortable informing demand generation, enablement, and go-to-market strategies as we scale.
• Tools & operating rhythm: Proficient with leading sales tools (e.g., Salesforce/Clari, LinkedIn Sales Navigator, Outreach-style engagement tools) and disciplined about pipeline hygiene and forecasting.
• Collaboration: Strong track record of partnering with Account Executives, solution consultants, marketing, partner teams, and product to execute account and territory strategies.