Account Executive - Large Enterprise UKI

About Workday

Workday is a Fortune 500 AI platform that helps people, money and agents grow together by creating new ways for businesses to work and managing the experiences of people, systems and narratives.

The Retail, Hospitality & Transport (RHT) vertical is the largest industry group on the platform, with 21 million live employees. The Enterprise Sales team partners with new and existing customers to deliver transformation across this sector.

As a Senior Account Executive in Workday’s Field Sales organization, you will hold a hybrid position that balances two priorities: acquiring new large‑enterprise customers and deepening relationships with existing customers in the UKI Retail, Hospitality & Transport sector. This role is central to Workday’s growth strategy, combining new logo acquisition with strategic depth of account expansion.

• Develop and execute a territory strategy to prioritize, target, and close key opportunities across both net‑new prospects and existing customers.
• Perform comprehensive 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 value proposition and connecting customers with solutions, especially core financials.
• Drive strategic add‑on and renewal business within existing large‑enterprise customers, focusing on upselling through effective deal management.
• Develop and maintain relationships with both net‑new and existing customers, applying a consultative approach to craft relevant solutions that deliver lasting value.
• Negotiate deals with C‑suite executives to close opportunities.
• Coordinate cross‑functionally with Workday’s internal teams, including pre‑sales, digital, value & bid‑management, marketing, technical, and sales support.
• Maintain accurate and timely customer/prospect, pipeline, and service forecast data.

• 7+ years of experience selling SaaS or cloud‑based ERP, HCM, financial, planning or analytics solutions to C‑level executives from a field‑sales position.
• Experience collaborating with internal teams (pre‑sales, value, inside sales) to achieve targets and manage multiple deals simultaneously.
• Experience managing longer deal cycles, including prospecting for a portion of opportunities.
• Experience building relationships with existing customers for add‑on or incremental business.
• Experience developing long‑term account strategies with existing customers.

• Account Development & Demand Generation:
  Understanding account development strategies, upselling or cross‑selling opportunities, and building long‑term relationships.
• Demand Generation:
  Creating awareness and interest in enterprise solutions through targeted outreach and pipeline development.
• Business Acumen:
  Interpreting business situations, analyzing market trends, and informing strategic account planning.
• Value Selling:
  Communicating the unique value proposition to build trust, foster loyalty, and differentiate Workday.
• Sales Closing:
  Guiding customers through the sales process to a successful conclusion, overcoming objections, and communicating value.
• Accountability:
  Demonstrated commitment to achieving goals consistently, managing time effectively, and delivering high‑quality results.
• Communication:
  Excellent verbal and written skills, adapting style to different audiences and collaborating across teams.
• Industry Insights:
  Understanding of the Retail, Hospitality & Transport sector, including industry dynamics, key players, and regulatory environments.

Workday offers a flexible mix of in‑person and remote work. Employees spend at least 50% of their time each quarter in the office or in the field, allowing flexibility while maintaining strong relationships. Remote roles can join key in‑office events as needed.

Workday is a national and global equal‑opportunity workplace, welcoming qualified applicants without regard to age, ancestry, color, gender, sexual orientation, disability, religion or any other characteristic protected by law.