Senior Director, Service Sales & Activation

Workday; Reston (VA); On-site; USD 235,000 - 352,000; Full time

Job summary

Workday in Reston, VA is seeking a Senior Director to lead our Service Sales & Activation function. You will own a multi-disciplinary team and drive scalable growth with direct engagement at the C-suite level.

You’ll partner with sales, capture, and account leadership on complex pursuits, build repeatable enablement for new technology waves, and ensure governance across GTM, legal, finance, and product organizations. This role shapes the future of our services business.

Qualifications

• P&L ownership with growth targets.
• Experience managing a book of business at scale.
• Direct engagement with C-suite/VP-level clients.
• Hands-on capture and estimation on large deals.
• Delivery leadership of cross-functional teams.

Responsibilities

• Lead a multi-disciplinary team spanning sales, delivery, and technology enablement.
• Partner with sales, capture, and account leadership on strategic pursuits.
• Build and mature an enablement model for new technology waves.
• Develop client relationships at the C-suite/VP level and own growth targets.
• Establish governance and cross-functional alignment across GTM, legal, finance, and product.

Skills

P&L ownership

Book-of-business management

C-suite relationships

Capture lead

Delivery leadership

People development

SaaS/cloud delivery

Enterprise platform integration

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 Team

We are looking for a Senior Director to lead our Service Sales & Activation function. This leader will combine rigorous services sales execution with forward-looking technology adoption to drive consistent, scalable growth.

About the Role

What You'LL Do

Own and lead a multi-disciplinary team spanning three functions: traditional services sales execution (estimates, scoping, and statements of work for on-contract growth and net-new pursuits), delivery validation (ensuring every deal closes with a credible, practitioner-backed delivery model), and new technology enablement (building the repeatable motion that takes an emerging technology from pilot to full production activation).

Partner directly with sales, capture, and account leadership on complex, large-scale pursuits - personally engaging on scoping, staffing strategy, and technical solutioning for the most strategic deals.

Build and mature a standing enablement model for new technology waves: readiness assessment, use-case discovery, commercial/contractual preparation, pilot-to-production activation, and post-launch adoption and expansion - generalizing lessons learned from early technology (e.g., AI) to the next wave.

Develop, coach, and build bench strength across the team, creating clear succession paths.

Hold and grow senior client relationships, representing the organization at the C-suite / VP level and being accountable for growth targets and book-of-business performance.

Establish and run the governance and cross-functional alignment needed to keep new, still-maturing sales and delivery motions coordinated across the broader go-to-market, legal, finance, and product organizations.

About You

What You Bring

Proven P&L and book-of-business ownership at scale, with a track record of exceeding growth targets and managing C-suite / VP-level client relationships.

Direct, hands-on experience activating emerging technology within large or government accounts - personally leading the shaping, piloting, and adoption of new or unproven technology (AI, data platforms, or similar) with demonstrable client outcomes, not just familiarity with the concept.

Hands-on capture and estimation credibility, having served as a solution architect or capture lead on large, complex deals - personally authoring scoping, staffing approach, and technical solutioning, rather than only overseeing others who do.

Delivery leadership experience at meaningful scale, having run large, cross-functional delivery organizations on mission-critical programs.

A demonstrated people-development track record, with evidence of growing and promoting talent and building organizational bench strength.

A multi-platform systems integration background (SaaS/cloud delivery experience across one or more major enterprise platforms), with the openness and aptitude to ramp up on our platform quickly; product-specific depth can be built on the job.

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.VA.Reston

Primary Location Base Pay Range: $234,800 USD - $352,200 USD

Additional US Location(s) Base Pay Range: $234,800 USD - $352,200 USD

Our Approach to Flexible Work