Account Executive - Identity

Workday, Inc.; Illinois; On-site; USD 130,000 - 195,000; Full time

Job summary

Workday, Inc. is expanding its identity governance and access management capabilities to secure a combined workforce of humans and AI agents across large enterprises.

As an enterprise seller, you will engage CISOs, CIOs and security leaders to articulate measurable value from identity governance, provisioning, and least-privilege controls. You will drive multi-stakeholder deals, build trusted relationships, and orchestrate cross-functional teams to deliver outcomes that reduce access risk and

Qualifications

• 5+ years enterprise SaaS sales experience with identity governance to CISOs/CIOs/CTOs.
• Track record of consistently meeting or exceeding quota in multi-stakeholder deals with high ARR.
• Strong ability to coordinate cross-functional teams and navigate matrixed enterprise sales environments.

Responsibilities

• Own complex enterprise identity sales cycles from discovery to close.
• Lead identity governance opportunities across provisioning, access reviews, and least-privilege enforcement.
• Build account strategies, shape executive-level value propositions, and advance opportunities across large accounts.
• Partner with cross-functional teams to deliver compelling customer outcomes and support complex deals.

Skills

Enterprise SaaS sales

Identity governance

Security fluency

Executive stakeholder engagement

Multi-stakeholder deals

Job description

About the Team

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.

About the Role

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.

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.
• 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.

Basic Qualifications

• P4 Account Executive, Identity: +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 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.

Workday Pay Transparency Statement

Primary Location: USA.IL.Chicago Additional US Location(s) Base Pay Range: $130,000 USD - $195,000 USD

Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Equal Opportunity and Accommodations

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records. Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law. Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law. If you require a reasonable accommodation, you may email [e-mail], as far in advance as possible.

Workday is proud to be an equal opportunity workplace. Individuals seeking employment at Workday are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. Further, pursuant to applicable local ordinances, Workday will consider for employment qualified applicants with arrest and conviction records.