Specialized 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.

We are looking for an experienced, dynamic Account Executive to drive enterprise expansion by positioning our industry-leading Contract Lifecycle Management (CLM) platform. In this role, you will lead complex, multi-stakeholder deals, selling directly to Procurement Executives (CPO/VP of Procurement) and IT Leadership (CIO/VP of IT) while effectively building consensus among key influencers in the Legal & General Counsel organization.

If you have a proven track record of navigating full-suite Enterprise Procurement software sales and possess a deep understanding of the end-to-end Source-to-Pay (S2P) lifecycle, we want to talk to you.

Key Responsibilities

• Drive Revenue: Run complex, solution-oriented sales cycles from prospect identification through contract execution and closing.
• Navigate Complex Stakeholders: Champion relationships with CPOs and CIOs as key economic buyers, while building strong alignment with Legal/GC teams who influence CLM selection.
• Position S2P Value: Articulate how CLM acts as the strategic backbone of the Source-to-Pay workflow—improving supplier risk management, accelerating procurement velocity, and ensuring compliance.
• Partner with Technical & Legal Stakeholders: Conduct tailored discoveries and present ROI business cases addressing both IT enterprise architecture standards and Legal contract risk controls.
• Territory & Pipeline Strategy: Build a robust pipeline via outbound prospecting, strategic account planning, and joint efforts with marketing and business development teams.

• ~5+ years of SaaS/software selling experience
• ~3+ years selling CLM, Procurement, ERP, or Source-to-Pay applications.

Preferred Qualifications

• Prior experience selling dedicated CLM platforms or broad S2P suites
• Familiarity with ERP integration workflows
• Domain Expertise: Strong operational understanding of the Source-to-Pay process (Strategic Sourcing, Contract Management, Procure-to-Pay, Supplier Management).
• Stakeholder Alignment: Demonstrated history of successfully selling into CPOs, CIOs, and collaborating with Legal Operations / General Counsel teams.
• Track Record: Consistent history of quota overachievement carrying $1M+ annual ACV targets in high-growth environments.
• Sales Methodology: Proficiency with structured enterprise sales methodologies (e.g., MEDDPICC, Challenger, Value Selling).

Workday is a leading provider of enterprise cloud applications for finance, human resources, and procurement. Founded in 2005, Workday delivers financial management, human capital management, planning, and spend management applications designed for the world’s largest companies, educational institutions, and government agencies. Organizations ranging from medium-sized businesses to more than 50% of the Fortune 500 have selected Workday to manage their core operations and empower their people for what's next.

The annualized base salary ranges for the primary location and any additional locations are listed below.  Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

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