DoD Enterprise SaaS Account Executive - Remote

Workday; Reston (VA); Hybrid; USD 148,000 - 222,000; Full time

Job summary

Workday is seeking a Senior Account Executive to manage and grow the Department of Defense portfolio within the U.S. Federal landscape. You will lead strategic deals, build long-term relationships, and coordinate with pre-sales and internal teams to deliver value.

The role emphasizes cross-functional collaboration, complex deal cycles, and ownership of large enterprise opportunities, with a flexible in-office/remote work arrangement.

Qualifications

• 5+ years of experience selling into the Department of Defense and related agencies.
• 12+ years of experience selling SaaS/Cloud ERP/HCM/Financial/Planning/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/Cloud ERP selling

Executive negotiation

Account development

Account strategy

DISA IL4/IL5 experience

Job description

Workday is seeking a Senior Account Executive to manage and grow the Department of Defense portfolio within the U.S. Federal landscape. You will lead strategic deals, build long-term relationships, and coordinate with pre-sales and internal teams to deliver value.

The role emphasizes cross-functional collaboration, complex deal cycles, and ownership of large enterprise opportunities, with a flexible in-office/remote work arrangement.