Account Executive - US Federal

Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re obsessed with making hard work pay off—for our people, our customers, and the world around us. We look for curious minds and courageous collaborators who bring sun‑drenched optimism and drive. In return, we 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.

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 continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them.

About the Role

This role will support one or more direct or indirect contracts with the U.S. Federal Government, which, due to federal government security requirements, mandates that all Workday personnel working on the contracts be United States citizens (naturalized or native). As an Account Executive on the Customer Base sales team, you will use consultative selling skills to initiate and support sales of Workday Solutions within existing customers, driving incremental add‑on business into strategic named accounts. The primary focus will be managing and growing the Department of Defense account, aligning with senior Human Capital Manager executives.

Responsibilities

• Develop strategy for prioritizing, targeting, and closing key opportunities in the assigned territory, specifically for the Department of Defense.
• Maintain and deepen relationships with existing customers, focusing 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 large enterprise customers.
• Coordinate cross‑functionally with Workday’s internal teams (pre‑sales, digital, value & bid‑management, marketing, technical, and sales support).

Requirements

• 5+ years of experience selling into the Department of Defense and/or related agencies.
• 12+ years of experience selling SaaS/Cloud‑based ERP, HCM, Financial, Planning, or Analytics solutions to C‑level executives from a field sales position.
• 10+ years of experience negotiating deals with a variety of C‑suite executives to close opportunities.
• 10+ years of experience building relationships with existing customers for add‑on or incremental business.
• 10+ years of experience developing long‑term account strategies with existing customers.
• 3+ years of experience with DISA and IL4/IL5 accreditations (DISA is Workday’s IL4 sponsor).
• Top Secret security clearance (preferred).
• Experience managing longer deal cycles beyond six months, with large deal sizes.
• Understanding of the strategic competitive landscape and ability to position Workday solutions effectively.
• Experience leveraging and partnering with internal team members on account strategies.
• Excellent verbal and written communication skills.

Pay

Base Pay Range (Primary Location – Reston, VA): $147,700 USD – $221,600 USD.

Base Pay Range (Additional U.S. locations): $147,700 USD – $221,600 USD.

Compensation may include eligibility for the Workday Bonus Plan or role‑specific commission/bonus, as well as annual refresh stock grants. Offers consider geography, experience, skills, job duties, and business need.

Schedule

Workday offers a flexible work model that combines in‑person and remote time. Employees spend at least 50 % of each quarter in the office or in the field with customers, prospects, and partners, while the remainder can be remote, allowing a flexible schedule that meets business, team, and personal needs.