Account Executive (Large Enterprise)

Requirements

• 7+ years of experience selling SaaS/Cloud-based ERP, HCM, Financial, Planning, or Analytics solutions to C-level executives from a field sales position
• 7+ years of experience collaborating with internal teams (pre-sales, value, inside sales) to achieve targets and manage multiple deals simultaneously
• 7+ years of 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 of account development strategies, including understanding customer needs, identifying opportunities for upselling or cross-selling, and building long-term relationships with clients. Experienced in demand generation, including creating awareness and interest in enterprise solutions through targeted outreach, understanding market trends, identifying prospective accounts, and generating qualified opportunities that contribute to a healthy and growing pipeline
• Business Acumen: Ability to understand and interpret business situations to make sound decisions, including analyzing market trends and the dynamics of the Retail, Hospitality & Transport sector to identify opportunities for growth and inform strategic account planning
• Value Selling: Skilled in understanding customer needs and pain points and effectively communicating the unique value proposition of Workday's solutions to build trust, foster loyalty, and differentiate Workday in a dynamic market
• Sales Closing: Adept at guiding prospective and existing customers through the sales process to a successful conclusion, including reading buying signals, overcoming objections, and clearly communicating value
• Accountability: Demonstrated commitment to achieving goals consistently over time, including perseverance, resilience, and the ability to prioritize and manage time effectively to deliver high-quality results
• Communication: Excellent communication skills, both verbal and written, including the ability to adapt your style to different audiences, facilitate clear and effective conversations with senior leaders, and collaborate across teams
• Industry Insights: Understanding of the Retail, Hospitality & Transport sector, including staying current with industry dynamics, trends, key players, and regulatory environments to identify opportunities and effectively position Workday solutions within accounts

What the job involves

As a Senior Account Executive in Workday's Field Sales organization, you will hold a unique hybrid position, balancing two equally important priorities: acquiring new Large Enterprise customers and deepening relationships with our existing customer base within the UKI Retail, Hospitality & Transport sector. This role is central to Workday's growth strategy, combining the energy of new logo acquisition with the strategic depth of customer expansion.

• Develop and execute a territory strategy for prioritizing, targeting, and closing key opportunities across both net new prospects and existing customers in the UKI Retail, Hospitality & Transport sector
• 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 Workday value proposition and connecting customers with solutions, particularly core financials
• Drive strategic add-on and renewal business within existing Large Enterprise customers, with a focus on upselling through effective deal management
• Develop and maintain relationships with both net new and existing customers, applying a consultative approach to crafting relevant solutions that deliver lasting value
• Negotiate deals with a variety of 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