Federal Enterprise Account Executive - Defense Solutions

Workday; Washington (District of Columbia); On-site; USD 148,000 - 222,000; Full time

Benefits offered by this job

Flexible work options

Job summary

Workday in Reston, VA is hiring an Enterprise Account Executive to lead strategic growth within the DoD and other large federal accounts. You will shape opportunities, align with senior executives, and drive upsell and renewal initiatives across complex SaaS deployments.

You’ll coordinate with pre‑sales, marketing, and delivery teams to win multi‑million, high-value contracts and navigate security requirements.

Qualifications

• 5+ years of experience selling into the Department of War/ Defense and related agencies.
• 12+ years of experience selling SaaS/Cloud ERP/HCM/Financial/Planning/Analytics solutions to C-levels from field sales.
• 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 and IL4/IL5 accreditations as DISA is Workday's IL4 sponsor.

Responsibilities

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory, notably for the DoD/Defence.
• Maintain relationships with existing customers with a focus on upselling via deal management.
• Perform account planning for assigned accounts with cross-functional coordination to ensure alignment.
• Drive add-on and renewal business of Workday solutions within Large Enterprise customers.
• Coordinate with internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support).

Skills

DoD/Defense sales

SaaS/ERP sales

C-level negotiation

Key account growth

Account strategy

DISA IL4/IL5

Job description

Workday in Reston, VA is hiring an Enterprise Account Executive to lead strategic growth within the DoD and other large federal accounts. You will shape opportunities, align with senior executives, and drive upsell and renewal initiatives across complex SaaS deployments.

You’ll coordinate with pre‑sales, marketing, and delivery teams to win multi‑million, high-value contracts and navigate security requirements.