Director, State & Local Government — AI Strategy Lead (Hybrid)

Workday; Reston (VA); Hybrid; USD 176,000 - 264,000; Full time

Job summary

Workday is seeking a Director for State & Local Government to bridge customer needs with Workday's product suite. You will translate industry priorities into requirements and guide strategy across sales, product, partnerships, and marketing for public sector solutions.

You’ll oversee a portfolio of key accounts, drive AI adoption in this industry, and shape go-to-market plans. The role emphasizes executive storytelling, business-case development, and collaboration with cross-functional teams.

Qualifications

• 10+ years of related work experience in a customer-facing, product strategy, or industry role
• Experience building strong customer relationships and driving customer success in complex, enterprise environments
• Deep product knowledge, with the ability to translate industry needs into clear product requirements
• Confidence presenting to and influencing executive audiences
• Skill in developing business cases connecting industry opportunities to investment decisions
• A track record of driving innovation, especially in identifying new solutions for unmet customer needs
• Strong industry expertise in public sector, including an understanding of its unique priorities and challenges

Responsibilities

• Continuously analyze sub-industry performance and product-market fit across State & Local Government
• Own a portfolio of 5 key industry accounts, guiding customer success, referenceability, and product advisory
• Identify and pursue innovative or partner-driven solutions for industry requirements that aren't yet on the roadmap
• Increase industry AI adoption and provide roadmap vision & strategy overviews to key customers and prospects
• Build business cases for key industry investment areas
• Advise on acquisition and market adjacency opportunities that support Workday's growth in this space
• Partner with the Sales team on critical pursuits, providing product expertise and roadmap vision
• Guide product teams on industry requirements and emerging trends

Skills

Customer relationships

Executive presentation

Product knowledge

Business cases

Innovation

Public sector expertise

State & Local Government experience

Job description

Workday is seeking a Director for State & Local Government to bridge customer needs with Workday's product suite. You will translate industry priorities into requirements and guide strategy across sales, product, partnerships, and marketing for public sector solutions.

You’ll oversee a portfolio of key accounts, drive AI adoption in this industry, and shape go-to-market plans. The role emphasizes executive storytelling, business-case development, and collaboration with cross-functional teams.