Regional Sales Director - Identity

Workday, Inc.; Pleasanton (CA); Híbrido; USD 174.000 - 261.000; Jornada completa

Descripción de la vacante

Workday is expanding its identity governance leadership, seeking an experienced sales leader who can manage a team focused on identity governance and access management for enterprise clients. You will drive executive engagement with CISOs, CIOs, CTOs, and security leaders, while orchestrating cross-functional resources to close complex deals and deliver measurable business value.

You will coach teams, shape opportunity strategy, and ensure accurate forecasting and pipeline management in a

Formación

• Identity governance, access management, provisioning, and least-privilege enforcement.

Responsabilidades

• Lead a field sales team of specialized Account Executives focused on identity governance and access management.
• Orchestrate cross-functional teams across Core Account Executives, Solution Consultants, and other stakeholders through full sales cycles.
• Build trusted relationships with CISOs, CIOs, and CTOs to position Workday as a strategic identity governance partner.
• Coach teams to translate identity governance needs into executive-value propositions.
• Maintain accurate forecasting, pipeline, and revenue performance.

Conocimientos

Identity governance

Access management

Executive engagement

CISO/CIO/CTO engagement

Sales leadership

Complex enterprise sales

Cross-functional collaboration

Descripción del empleo

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 Team

Workday is strategically expanding into the identity management space to govern access for both employees and AI agents across the enterprise. As enterprise adoption of autonomous agents accelerates, CIOs, CISOs, and CTOs are facing a critical governance challenge: how to manage identity, access, provisioning, lifecycle automation, and least‑privilege controls across a combined workforce of people and AI agents. Workday is establishing a specialized Identity sales team focused on helping enterprise customers modernize identity governance and access management for this new era of work. This team will partner with customers to articulate how Workday's identity governance capabilities, expected to become part of Workday's Agent System of Record, can help reduce access risk, strengthen compliance, automate identity lifecycle processes, and unlock trusted AI adoption at scale.

The Revenue organization at Workday is grounded in integrity, innovation, accountability, and collaboration. We are looking for experienced enterprise sellers who can build trusted executive relationships, lead complex security and identity focused sales cycles, and help accelerate market adoption in a strategic growth area for Workday.

About the Role

You are an experienced enterprise sales leader who combines identity and security fluency, executive presence, and disciplined sales execution. You have led teams through complex, multi‑stakeholder sales cycles and are comfortable engaging directly with CISOs, CIOs, CTOs, senior technology leaders, security executives, and ecosystem partners. You know how to coach sellers, orchestrate internal resources, shape executive‑level value propositions, and create accountability around pipeline generation, forecast accuracy, and revenue performance. You bring credibility in conversations about identity governance, access management, provisioning, access reviews, least‑privilege enforcement, lifecycle automation, compliance, AI governance, cloud architecture, and enterprise transformation. This is a leadership role. You will lead a team of specialized Account Executives who partner closely with Core Account Executives and cross‑functional teams to develop opportunities, advance executive engagement, and position Workday’s identity governance capabilities as a strategic part of Workday’s broader platform, AI, and agent governance vision.

Key Focus & Responsibilities

• Team Leadership & Coaching: Use your experience to lead, coach, and mentor a field sales team of specialized Account Executives focused on identity governance and access management. Drive a culture of accountability, performance, collaboration, and continuous development.
• Deal Strategy & Orchestration: Lead a team focused on driving complex identity sales cycles by orchestrating cross‑functional teams across Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partners, bid management, and sales support from initial discovery through negotiation and close.
• Executive Engagement: Support your team in building trusted relationships with CISOs, CIOs, CTOs, and senior technology and security leaders. Help position Workday as a strategic enterprise software partner for identity governance, agentic AI governance, access modernization, and enterprise risk reduction.
• Identity Governance & Risk‑Reduction Strategy: Coach your team to uncover operational, compliance, and access risk across complex enterprise environments. Help sellers translate customer priorities across identity governance, provisioning, access reviews, least‑privilege enforcement, lifecycle automation, security, compliance, and AI governance into clear, executive‑level value propositions.
• Forecasting & Business Modeling: Maintain accurate forecasting data, pipeline inspection, and business modeling for senior leadership. Create accountability around opportunity qualification, pipeline generation, deal progression, forecast accuracy, and revenue performance.
• Sales Execution: Lead effectively in a collaborative model alongside core account owners and specialist teams. Ensure strong alignment across account strategy, stakeholder mapping, mutual action planning, executive engagement, and deal governance.
• Partner & Ecosystem Co‑selling: Employ effective selling strategies by pulling together different business units and partner organizations to maximize sales outcomes. Guide your team to collaborate with cloud partners, global system integrators, security ecosystem partners, and technology partners to expand Workday’s relevance within the customer’s broader IT, security, identity, and AI landscape.
• Market Development & Category Creation: Help shape the identity governance narrative for Workday customers and prospects. Coach your team to articulate the emerging need to govern identity and access across both human workers and AI agents, and to position identity governance as a foundational requirement for trusted enterprise AI adoption.

About You

Basic Qualifications

• M5 Regional Sales Director, Identity: 2+ years of field sales management experience at a SaaS, cybersecurity, identity, or enterprise software company, ideally focused on new business acquisition or strategic expansion.
• 8+ years of experience as a field sales representative selling cloud, SaaS, cybersecurity, identity governance, identity and access management, enterprise platform, data, AI governance, or related enterprise software solutions.
• 5+ years of experience selling or leading sales motions directly to the Office of the CISO, CIO, or CTO.
• 8+ years of experience managing complex enterprise sales cycles from start to finish, with a track record of successful revenue and quota attainment.
• 5+ years of experience as a leader in a team‑selling environment.
• Demonstrated experience operating in co‑prime, specialist, or matrixed enterprise sales models.

Other Qualifications

• Identity & Security Domain Fluency. Strong credibility in identity governance, access management, provisioning, access certification, least‑privilege access, lifecycle automation, compliance, security operations, and enterprise risk management.
• CISO, CIO & CTO Persona Fluency. Speaks the language of senior security and technology leaders. Understands the strategic competitive landscape across identity, access management, cybersecurity, cloud, AI governance, and enterprise software, and can coach a team to position Workday effectively.
• AI Governance & Agentic Identity Fluency. Understands the emerging need to govern access for both employees and AI agents. Can guide teams in articulating how identity controls, access policies, lifecycle management, and governance workflows must evolve as autonomous agents become part of the enterprise workforce.
• Cross‑Functional Orchestration. Proven experience pulling together different business units to maximize sales outcomes. Able to align Core Account Executives, specialist sellers, solution consulting, value management, product, customer success, partners, and executive stakeholders around a unified customer strategy.
• Challenger & Value Selling. Ability to empower teams to challenge legacy identity and access assumptions, uncover hidden operational risk, frame executive‑level business cases, and align identity modernization efforts to measurable business outcomes.
• Cross‑Ecosystem Interoperability. Ability to position identity governance capabilities as an interoperable component of a customer’s broader IT, security, cloud, data, application, and AI ecosystem.
• Dynamic Leadership. Self‑starter attitude with the ability to lead in a dynamic environment. Comfortable building a new sales motion, coaching teams through ambiguity, and helping establish Workday’s identity governance position in a fast‑evolving market.

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role‑specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.CA.Pleasanton

Primary Location Base Pay Range: $174,000 USD - $261,000 USD

Additional US Location(s) Base Pay Range: $174,000 USD - $261,000 USD

Additional Considerations: If performed in Colorado, the pay range for this job is $174,000 USD - $261,000 USD based on min and max pay range for that role if performed in CO.

The application deadline for this role is the same as the posting end date stated as below: 01/31/2027

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in‑person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in‑office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you’ll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote “home office” roles also have the opportunity to come together in our offices for important moments that matter.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision‑making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.

Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law. If you require a reasonable accommodation, you may email [e-mail], as far in advance as possible.

Workday is proud to be an equal opportunity workplace. Individuals seeking employment at Workday are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. Further, pursuant to applicable local ordinances, Workday will consider for employment qualified applicants with arrest and conviction records.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision‑making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.

Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law. If you require a reasonable accommodation, you may email [e-mail], as far in advance as possible.