Federal Account Executive - DoD Solutions (Remote)

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

Benefits offered by this job

Flex Work

Bonus Plan

Stock grants

Equal Opportunity Employer

Job summary

Workday is seeking an experienced Account Executive to manage and grow the Department of War/Defense accounts within the U.S. federal landscape.

You will lead strategic pipeline development, engage with senior executives, and drive add-on and renewal business across large enterprise customers. The role emphasizes cross-functional collaboration with pre-sales, marketing, and delivery teams, while aligning with DoD goals and Workday’s comprehensive solutions.

Qualifications

• 5+ years selling into the DoD and related agencies.
• 12+ years selling SaaS/ERP/HCM/Financial/Planning to C-levels from field sales.
• 10+ years negotiating deals with C-suite executives to close opportunities.
• 10+ years building relationships for add-on or incremental business.
• 10+ years developing long-term account strategies with existing customers.
• 3+ years with DISA or IL4/IL5 accreditations as DISA sponsor

Responsibilities

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory.
• Maintain relationships with existing customers with upsell focus and deal management.
• Perform account planning with pre-sales and resources for strategic alignment.
• Drive add-on and renewal business within Large Enterprise customers.
• Coordinate with internal teams across pre-sales, marketing, and sales support.

Skills

Account Executive

SaaS Sales

Department of Defense

C-suite Negotiation

Strategic Account Planning

Upselling

Job description

Workday is seeking an experienced Account Executive to manage and grow the Department of War/Defense accounts within the U.S. federal landscape.

You will lead strategic pipeline development, engage with senior executives, and drive add-on and renewal business across large enterprise customers. The role emphasizes cross-functional collaboration with pre-sales, marketing, and delivery teams, while aligning with DoD goals and Workday’s comprehensive solutions.