Workday is expanding its identity management capabilities and seeks a regional enterprise sales leader to guide a specialized Identity organization. In this onsite role in Pleasanton, CA, you will lead a field team through complex identity governance and access management cycles while strengthening executive engagement, forecasting rigor, and revenue performance.
Role Overview
You will lead Workday’s regional Identity sales team for enterprise identity governance and access management. The role focuses on coaching Account Executives through multi-stakeholder security and identity sales motions, orchestrating cross-functional support, and partnering across internal teams and ecosystem organizations to drive executive alignment and measurable outcomes.
This is a leadership position responsible for building accountability around opportunity qualification, pipeline generation, deal progression, forecast accuracy, and revenue attainment.
Key Responsibilities
- Lead, coach, and mentor a field sales team of specialized Account Executives aligned to identity governance and access management.
- Establish a culture of accountability, performance, collaboration, and continuous development.
- Orchestrate complex identity sales cycles by coordinating cross-functional teams, spanning Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partners, bid management, and sales support from discovery through negotiation and close.
- Support the team in building trusted relationships with CISOs, CIOs, CTOs, and senior technology and security leaders.
- Position Workday as a strategic enterprise software partner for identity governance, agentic AI governance, access modernization, and enterprise risk reduction.
- Coach sellers to uncover operational, compliance, and access risk across complex enterprise environments.
- Guide account teams in translating customer priorities across identity governance, provisioning, access reviews, least-privilege enforcement, lifecycle automation, security, compliance, and AI governance into clear executive-level value propositions.
- Maintain accurate forecasting data, pipeline inspection, and business modeling for senior leadership.
- Lead collaboratively alongside core account owners and specialist teams to advance account strategy and deal governance.
- Ensure alignment across stakeholder mapping, mutual action planning, executive engagement, and opportunity qualification.
- Apply effective selling strategies by pulling together business units and partner organizations to maximize sales outcomes.
- Coordinate with cloud partners, global system integrators, security ecosystem partners, and technology partners to expand Workday’s relevance within the customer’s broader IT, security, identity, and AI landscape.
- Help shape the identity governance narrative for prospects and customers.
- Coach the team to articulate the emerging need to govern identity and access for both human workers and AI agents, positioning identity governance as a foundational requirement for trusted enterprise AI adoption.
Team and Product Context
- Workday is strategically expanding into identity management to govern access for both employees and AI agents across the enterprise.
- A specialized Identity sales team will partner with customers to communicate how Workday’s identity governance capabilities are expected to become part of Workday’s Agent System of Record.
- The team’s focus includes reducing access risk, strengthening compliance, automating identity lifecycle processes, and supporting trusted AI adoption at scale.
- The Revenue organization is grounded in integrity, innovation, accountability, and collaboration.
Requirements
- 2+ years of field sales management experience at a SaaS, cybersecurity, identity, or enterprise software company, ideally focused on new business acquisition or strategic expansion.
- 8+ years of experience as a field sales representative selling cloud, SaaS, cybersecurity, identity governance, identity and access management, enterprise platform, data, AI governance, or related enterprise software solutions.
- 5+ years of experience selling or leading sales motions directly to the Office of the CISO, CIO, or CTO.
- 8+ years of experience managing complex enterprise sales cycles end to end, with a track record of successful revenue and quota attainment.
- 5+ years of experience as a leader in a team-selling environment.
- Demonstrated experience operating in co-prime, specialist, or matrixed enterprise sales models.
- Strong credibility in identity governance, access management, provisioning, access certification, least-privilege access, lifecycle automation, compliance, security operations, and enterprise risk management.
- Ability to speak with senior security and technology leaders.
- Knowledge of the competitive landscape across identity, access management, cybersecurity, cloud, AI governance, and enterprise software, including coaching a team to position Workday effectively.
- Understanding of the emerging need to govern access for both employees and AI agents.
- Proven experience pulling together different business units to maximize sales outcomes.
- Ability to align Core Account Executives, specialist sellers, solution consulting, value management, product, customer success, partners, and executive stakeholders around a unified customer strategy.
- Capability to empower teams to challenge legacy identity and access assumptions, uncover hidden operational risk, frame executive-level business cases, and align identity modernization efforts to measurable business outcomes.
- Ability to position identity governance capabilities as an interoperable component within a customer’s broader IT, security, cloud, data, application, and AI ecosystem.
- Self-starter attitude with comfort leading in a dynamic environment.
- Comfort building a new sales motion, coaching teams through ambiguity, and helping establish Workday’s identity governance position in a fast-evolving market.
Work Location
Pleasanton, CA (onsite)
Compensation
Salary range: USD 174,000 - 261,000 per year.
Workday Pay Transparency Statement
- Primary Location: USA.CA.Pleasanton
- Primary Location Base Pay Range: $174,000 USD - $261,000 USD
- Additional US Location(s) Base Pay Range: $174,000 USD - $261,000 USD
- If performed in Colorado, the pay range for this job is $174,000 USD - $261,000 USD based on min and max pay range for that role if performed in CO.
- Eligible for the Workday Bonus Plan or a role-specific commission/bonus, and may receive annual refresh stock grants as part of the total compensation package.
Flexible Work Approach
With Flex Work, you will combine in-person time with remote work. You will spend at least 50% of your time each quarter in the office or in the field with customers, prospects, and partners (depending on role).
Additional Qualifications
- Identity & Security domain fluency
- CISO, CIO & CTO persona fluency
- AI governance & agentic identity fluency
- Cross-functional orchestration
- Challenger & value selling
- Cross-ecosystem interoperability
- Dynamic leadership
Application Deadline
The application deadline for this role is the same as the posting end date: 01/31/2027.
