Majors Customer Base Account Executive - Tech, Media & Professional Services

3M HEALTHCARE; Pleasanton (CA); Hybrid; USD 131,200 - 196,800; Full time

Job summary

Workday is seeking an Account Executive in Pleasanton to drive field sales with our existing customer base, focusing on upsell, renewal, and long-term value creation. You will partner with cross-functional teams to design relevant solutions for strategic accounts and ensure customer success from day one and beyond.

The role emphasizes high-level stakeholder engagement, strong communication skills, and a proven track record in closing complex deals in a fast-paced environment.

Qualifications

• 8+ years of enterprise SaaS sales experience to C-level executives.
• Experience managing long sales cycles and multiple deals.
• Strong executive relationship-building skills.
• Excellent communication and presentation.

Responsibilities

• Develop and maintain relationships with existing customers to upsell and renew.
• Plan accounts and coordinate with pre-sales and other resources.
• Drive add-on and renewal business within major accounts.
• Collaborate across internal teams to align strategies.

Skills

SaaS sales

Executive relationships

Quota attainment

Cross-functional collaboration

Job description

Your work days are brighter here. We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun‑drenched optimism and drive. Whether you’re building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Role

Here at Workday, our Account Executives are key players in our Field Sales organization. Our Customer Base sales team uses their extensive experience and consultative selling skills to initiate and support sales of Workday Solutions within Workday’s existing customers. This fantastic team of hardworking professionals play a key role in driving incremental add‑on business into strategic major accounts. As a team, we believe that partnering with our customers to craft relevant solutions that deliver long‑lasting value is super important. We want to make sure that our customers are positively satisfied from day one and forever ongoing.

Key Responsibilities

• 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 Major Account customers.
• Coordinate cross‑functionally with Workday’s internal teams (pre‑sales, digital, value & bid‑management, marketing, technical and sales support).

Qualifications

• Basic Qualifications: 8+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C‑levels from a field sales position.
• 8+ years experience collaborating with internal teams (pre‑sales, value, inside sales) to achieve quota and run multiple deals at once.
• 8+ years experience forming relationships at the executive level within both existing and new business units.
• Other Qualifications: Experience managing 18+ month long sales cycles end to end and nurturing the relationship throughout.
• Understanding of the strategic competitive landscape by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts.
• Able to quickly establish trust with key stakeholders.
• Experience partnering with internal team members on account strategies for short and long term territory management.
• Excellent verbal and written communication skills.

Compensation

Base pay range: $131,200 USD - $196,800 USD (primary location). The role may also be eligible for the Workday Bonus Plan or commissions/bonuses and annual refresh stock grants.

Benefits

Workday’s approach to flexible work: at least 50% of time in office or field each quarter; remote home office options. Additional benefits information available upon request.

Equal Opportunity

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. All candidates are provided an accessible and inclusive hiring experience.