DoD Enterprise Account Executive - Federal SaaS Growth

Workday, Inc.; Washington (District of Columbia); Hybrid; USD 148,000 - 222,000; Full time

Job summary

Workday, Inc. is seeking a Senior Account Executive to manage and grow a DoD-focused portfolio within the Enterprise Sales team.

You will lead strategic account planning, upsell and renewal efforts, and coordinate with pre-sales and internal teams to deliver Workday solutions to the Department of Defense. The role emphasizes building long-term relationships with DoD customers, navigating complex deal cycles, and aligning executive priorities with Workday offerings while operating in a flexible,

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) with 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

Responsibilities

• 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)

Skills

DoD sales

SaaS/ERP sales

C-suite negotiations

Key account management

Account strategy

DISA IL4/IL5 experience

Job description

Workday, Inc. is seeking a Senior Account Executive to manage and grow a DoD-focused portfolio within the Enterprise Sales team.

You will lead strategic account planning, upsell and renewal efforts, and coordinate with pre-sales and internal teams to deliver Workday solutions to the Department of Defense. The role emphasizes building long-term relationships with DoD customers, navigating complex deal cycles, and aligning executive priorities with Workday offerings while operating in a flexible,