Medium Enterprise Customer Base Account Executive - Tech/Media

Workday; Pleasanton (TX); Hybrid; USD 137,400 - 167,600; Full time

Job summary

Workday is seeking an Account Executive to drive upsell and renewal activities within existing customers as part of our Field Sales organization. You will leverage your consultative selling skills to expand relationships and secure strategic deals, coordinating with pre-sales and cross-functional teams.

In this role, you will manage relationships with mid-market to enterprise clients, develop long-term account plans, and work across Workday's ecosystem to maximize value for customers and the

Qualifications

• 4+ years selling SaaS/Cloud ERP/HCM/Financial/Planning/Analytics to C-levels from a field sales role.
• 4+ years negotiating deals with C-Suite executives to close opportunities.
• 4+ years building relationships with existing customers for add-on or incremental business.
• Proven track record in high-velocity sales cycles and in collaborating with cross-functional teams.

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 Medium Enterprise customers.
• Coordinate cross functionally with Workday's internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support).

Skills

SaaS sales

Account management

Executive negotiation

Strategic account planning

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.

About the Team

Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. The Enterprise Sales team at Workday helps the company to continue to grow by balancing integrity and innovation.

About the Role

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 existing customers.

In this role, you will:

• 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 Medium Enterprise customers.
• Coordinate cross functionally with Workday's internal teams (pre‑sales, digital, value & bid-management, marketing, technical and sales support).

About You

Basic Qualifications (P4)

• 4+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels from a field sales position.
• 4+ years experience negotiating deals with a variety of C‑Suite Executives to close opportunities.
• 4+ years experience with building relationships with existing customers for add‑on or incremental business.
• 4+ years experience in developing long‑term account strategies with existing customers.

Basic Qualifications (P3)

• 3+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels in a field sales position OR 18+ months of experience as a Workday Sales Development Representative with a documented track record of exceeding quotas and successful participation in the late‑stage sales cycle.
• 2+ years experience negotiating deals with a variety of C‑Suite Executives to close opportunities OR equivalent internal Workday program completion.
• 3+ years experience in engaging in a programmatic approach to generate and develop leads within your territory.

Other Qualifications

• Proven track record in a high‑velocity sales cycle, including prospecting for a portion of opportunities.
• Understanding of the strategic competitive landscape of the industry.
• Experience leveraging and partnering with internal team members on account strategies.
• Excellent verbal and written communication skills.

Workday Pay Transparency Statement

The annualized base salary range is $137,400 USD - $167,600 USD. This role may be eligible for the Workday Bonus Plan or a role‑specific commission/bonus, as well as annual refresh stock grants.

Our Approach to Flexible Work

With Flex Work, we're combining the best of both worlds: in‑person time and remote. We spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners.

Equal Opportunity Employer

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. If you require assistance or an accommodation, please email [e-mail].