Specialised Account Executive – CLM & Document AI

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.

As a Specialised Account Executive – CLM & Document AI, you are a key driver of Workday’s growth in Contract Intelligence and Contract Lifecycle Management. You will be responsible for leading the CLM & Document AI motion with and through our field sales teams, helping Workday customers modernise and automate their end‑to‑end contracting workflows.

You are not just selling software; you are selling a new way for enterprises to discover, manage, and act on contract data across legal, procurement, finance, and supplier ecosystems. You will help customers move away from fragmented point solutions and manual contracting processes toward an intelligent, unified contract platform that integrates natively with Workday and the broader enterprise stack.

You will:

• Guide internal and external stakeholders on where CLM & Document AI fit in the enterprise architecture and how they create value across Legal, Procurement, Finance/CFO, and IT.
• Act as the CLM specialist “front‑line” for Workday AEs, owning CLM & Document AI strategy in key pursuits while co‑selling into complex platform and transformation deals.
• Lead strategic pursuits from early discovery through proof‑of‑value and commercial close, ensuring opportunities are qualified, forecasted accurately, and executed with excellence.

• 5+ years of direct or overlay SaaS/Cloud enterprise sales experience, including selling to C‑level executives and senior functional leaders in large organizations (e.g., General Counsel, CPO, CFO, CIO/CTO).
• 3+ years of successful selling experience in CLM, Contract Analytics, Intelligent Document AI, or closely related legal‑tech / procurement‑tech domains, with a track record of landing and expanding in Enterprise accounts.
• Proven experience managing longer, complex deal cycles, including prospecting for a portion of your own opportunities and driving from discovery to close.
• Demonstrated experience in “platform” or multi‑product selling - able to tell a “better together” story that spans CLM & Document AI plus adjacent Workday solutions, not just a single point product.

• Multi‑persona fluency: Comfortable switching between conversations with Legal (risk, compliance), Procurement (savings, supplier performance), Finance/CFO (revenue, cash, audit), and IT (architecture, security, integrations) in the same account.
• Use‑case and value‑led seller: Challenger mindset—adept at uncovering process gaps, identifying high‑value use cases, and building proof‑of‑value that demonstrates quantifiable impact on time‑to‑contract, savings, and risk mitigation.
• Consultative, CoE‑style mindset: Experienced acting as a specialist advisor—coaching internal resources, guiding customers through maturity journeys, and helping define deployment and adoption strategies.
• Resilience & adaptability: Thrive in a fast‑paced, evolving environment where playbooks, product, and market dynamics are rapidly maturing; comfortable informing demand generation, enablement, and go‑to‑market strategies as we scale.
• Tools & operating rhythm: Proficient with leading sales tools (e.g., Salesforce/Clari, LinkedIn Sales Navigator, Outreach‑style engagement tools) and disciplined about pipeline hygiene and forecasting.
• Collaboration: Strong track record of partnering with Account Executives, solution consultants, marketing, partner teams, and product to execute account and territory strategies.

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.