Specialized Account Executive - CLM & Document AI

Workday; Chicago (IL); Hybrid; USD 105,000 - 128,000; Full time

Job summary

Workday is seeking an experienced Account Executive to drive enterprise expansion of our CLM platform. You will lead complex deals selling to Procurement executives and IT leadership while building consensus across Legal & GC teams.

The role requires navigating full-suite Source-to-Pay processes, a track record of >$1M ACV, and mastery of MEDDPICC or Challenger methodologies. You will partner with cross-functional teams to win strategic accounts and accelerate value realization for customers.

Qualifications

• 5+ years of SaaS/software enterprise account executive experience selling CLM, Procurement, ERP, or S2P.
• Deep understanding of the Source-to-Pay process.
• Proven ability to sell to CPOs, CIOs and GC teams.
• Track record of $1M+ annual ACV targets.
• Familiarity with enterprise sales methodologies.

Responsibilities

• Drive revenue through complex, solution-oriented sales cycles.
• Engage with CPOs/CIOs and legal teams to align on CLM deals.
• Position S2P value as part of Source-to-Pay workflow.
• Collaborate with technical and legal stakeholders on ROI cases.
• Develop territory and pipeline via outbound prospecting and joint marketing efforts.

Skills

SaaS enterprise sales

CLM/Procurement sales

Stakeholder management

$1M+ ACV targets

MEDDPICC / Challenger / Value Selling

Job description

About the Team

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

We are looking for an experienced, dynamic Account Executive to drive enterprise expansion by positioning our industry‑leading Contract Lifecycle Management (CLM) platform. In this role, you will lead complex, multi‑stakeholder deals, selling directly to Procurement Executives (CPO/VP of Procurement) and IT Leadership (CIO/VP of IT) while effectively building consensus among key influencers in the Legal & General Counsel organization. If you have a proven track record of navigating full-suite Enterprise Procurement software sales and possess a deep understanding of the end‑to‑end Source‑to‑Pay (S2P) lifecycle, we want to talk to you.

Key Responsibilities

• Drive Revenue: Run complex, solution‑oriented sales cycles from prospect identification through contract execution and closing.
• Navigate Complex Stakeholders: Champion relationships with CPOs and CIOs as key economic buyers, while building strong alignment with Legal/GC teams who influence CLM selection.
• Position S2P Value: Articulate how CLM acts as the strategic backbone of the Source‑to‑Pay workflow—improving supplier risk management, accelerating procurement velocity, and ensuring compliance.
• Partner with Technical & Legal Stakeholders: Conduct tailored discoveries and present ROI business cases addressing both IT enterprise architecture standards and Legal contract risk controls.
• Territory & Pipeline Strategy: Build a robust pipeline via outbound prospecting, strategic account planning, and joint efforts with marketing and business development teams.

Required Qualifications

• Experience: 5+ years of SaaS/software enterprise account executive experience selling CLM, Procurement, ERP, or Source‑to‑Pay applications.
• Domain Expertise: Strong operational understanding of the Source‑to‑Pay process (Strategic Sourcing, Contract Management, Procure‑to‑Pay, Supplier Management).
• Stakeholder Alignment: Demonstrated history of successfully selling into CPOs, CIOs, and collaborating with Legal Operations / General Counsel teams.
• Track Record: Consistent history of quota overachievement carrying $1M+ annual ACV targets in high‑growth environments.
• Sales Methodology: Proficiency with structured enterprise sales methodologies (e.g., MEDDPICC, Challenger, Value Selling).

Preferred Qualifications

• Prior experience selling dedicated CLM platforms or broad S2P suites.
• Familiarity with ERP integration workflows.

About You

Workday is a leading provider of enterprise cloud applications for finance, human resources, and procurement. Founded in 2005, Workday delivers financial management, human capital management, planning, and spend management applications designed for the world’s largest companies, educational institutions, and government agencies. Organizations ranging from medium‑size businesses to more than 50% of the Fortune 500 have selected Workday to manage their core operations and empower their people for what’s next.

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.NY.New York City

Primary Location Base Pay Range: $104,900 USD - $128,000 USD

Additional US Location(s) Base Pay Range: $104,900 USD - $128,000 USD

Additional Considerations: If performed in Colorado, the pay range for this job is $104,900 USD - $128,000 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: 11/30/2026

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.

Fair Chance and Equal Opportunity

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. You may view the Workday's Pay Transparency Policy, and Know Your Rights Notice, by clicking on their corresponding links. 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 accommodation, 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.