Senior Account Executive - Federal

Senior Account Executive – Federal

Workday

Workday’s Enterprise Sales team helps sustain company growth by delivering innovative, cloud‑based solutions for Human Capital Management (HCM) and Financial Management to U.S. federal agencies. The Senior Account Executive – Federal will focus on both net‑new revenue and customer base expansion, partnering with customers to create lasting value and maintain world‑class service from day one.

• Develop strategy for prioritizing, targeting, and closing key opportunities in the assigned territory.
• Perform account planning for assigned accounts, coordinating with pre‑sales and other resources to ensure strategic alignment.
• Initiate and support sales of Workday solutions within large‑enterprise prospects, sharing the Workday value proposition.
• Build and nurture relationships with customers, managing the deal process and connecting them to Workday solutions.
• Work closely with C‑Suite Executives to drive adoption and win recurring business.
• Maintain accurate and timely customer/prospect, pipeline, and service forecast data.

• 8‑10+ years of field sales experience selling enterprise SaaS/cloud‑based ERP, HCM, financial, planning, and analytics solutions to C‑level executives.
• 5+ years of experience selling into government customer accounts.
• 5 years of proven expertise in developing relationships with large enterprise net‑new customers and achieving new‑business acquisition, consistently meeting or exceeding sales quotas.
• 5 years of track record in value selling, driving customer engagement and sales for complex enterprise solutions with long sales cycles by effectively highlighting product value.

• Experience collaborating with key sales & implementation partners including Salesforce, AWS, Deloitte, Accenture, Cognizant, KPMG, etc.
• Experience partnering with internal teams (pre‑sales, value, inside sales) to develop and execute account strategies for short‑ and long‑term prospecting and territory management, achieving quota while managing multiple deals simultaneously.
• Ability to leverage business acumen and industry insights to understand market dynamics, interpret business situations, and drive informed strategic decisions.
• Adept at account development strategies, including creation and management of customer accounts, with a focus on driving expansion and revenue growth.
• Ability to strategize and execute sales acceleration techniques to shorten sales cycles and optimize sales team performance.
• Exhibits deep product knowledge expertise, encompassing the skill to articulate product features, benefits, and use cases effectively.
• Excellent communication skills, with strong ability to convey information clearly through diverse channels.

Primary Location
: USA – VA – McLean (Tyson’s Corner)

Base Pay Range
: $162,000 – $198,000 USD (annualized)

Additional US locations: $162,000 – $198,000 USD. The total compensation package may include a workday bonus plan, role‑specific commission/bonus, and annual refresh stock grants. Recruiters will share additional details during the hiring process.

With Flex Work, we combine the best of both worlds: in‑person time and remote work. We require teams to spend at least 50% of their time each quarter in the office or in the field, and offer flexible scheduling for remote "home office" roles. Those living close to our offices can also come in for key meetings or events.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. Pursuant to applicable Fair Chance law, Workday will consider qualified applicants with arrest and conviction records.

Ask your connection at Workday about our Employee Referral process. Workday will never ask you to pay a recruiting fee or to use a non‑Workday job posting site.

Apply through the official Workday Careers portal for a secure and privacy‑respecting application experience.