Federal Account Executive for DoD Growth

Workday; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Workday, a leading AI-powered platform for managing people, money, and agents, seeks a Major Account Executive to drive growth in Department of Defense accounts. You will manage a strategic portfolio, shape deals, and align—across procurement, security, and executive teams—to deliver long‑term value in a government setting.

You will partner with pre‑sales, DISA‑accredited programs, and senior leaders to expand Workday solutions, pursuing upsell opportunities and renewals with large enterprise

Qualifications

• 5+ years selling into the DoD and related agencies.
• 12+ years selling SaaS/Cloud ERP / HCM / Financial / Planning / Analytics to C-levels.
• 10+ years negotiating deals with C-Suite executives to close opportunities.
• 10+ years building relationships with existing customers 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 sponsor.

Responsibilities

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory, notably for the DoD.
• Build and maintain relationships with existing customers focusing on upsell via deal management.
• Perform account planning 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/HCM sales

Executive negotiations

Key account management

Strategic account planning

DISA IL4/IL5 experience

Job description

Workday, a leading AI-powered platform for managing people, money, and agents, seeks a Major Account Executive to drive growth in Department of Defense accounts. You will manage a strategic portfolio, shape deals, and align—across procurement, security, and executive teams—to deliver long‑term value in a government setting.

You will partner with pre‑sales, DISA‑accredited programs, and senior leaders to expand Workday solutions, pursuing upsell opportunities and renewals with large enterprise