Enterprise Federal Account Executive

Workday, Inc.; Reston (VA); On-site; USD 148,000 - 222,000; Full time

Job summary

Workday, Inc. in Reston, VA is seeking an experienced Major Account Executive to lead DoD-focused growth within large enterprise accounts.

You’ll drive cross‑functional collaboration, align with senior government executives, and expand Workday solutions across the DoD portfolio. The role emphasizes strategic account planning, upsell opportunities, and long‑term customer partnerships with a focus on security clearances and DISA sponsorship.

Qualifications

• 5+ years of experience selling into the Department of Defense.
• 12+ years selling SaaS/ERP/HRM/Finance/Analytics to C-level executives.
• 10+ years negotiating deals with C‑Suite leaders.
• 10+ years building relationships for add-on or incremental business.
• 10+ years developing long-term account strategies with existing customers.
• 3+ years with DISA 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/HRIS sales

C-level negotiations

Key account growth

Strategic account planning

DISA IL4/IL5 accreditations

Job description

Workday, Inc. in Reston, VA is seeking an experienced Major Account Executive to lead DoD-focused growth within large enterprise accounts.

You’ll drive cross‑functional collaboration, align with senior government executives, and expand Workday solutions across the DoD portfolio. The role emphasizes strategic account planning, upsell opportunities, and long‑term customer partnerships with a focus on security clearances and DISA sponsorship.