Account Executive - Large Enterprise Retail and Hospitality UKI

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. Our culture is rooted in integrity, empathy, and shared enthusiasm. We look for curious minds and courageous collaborators who bring sun‑drenched optimism and drive.

The Retail, Hospitality & Transport (RHT) industry vertical is Workday’s largest, measured by live employees on the platform - 21m and counting! The Enterprise Sales team helps the sector continue to grow by balancing integrity and innovation, partnering with both new and existing customers across one dynamic team. We pride ourselves on delivering amazing results while having fun along the way.

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.

Basic Qualifications

• 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.
• Experience selling SaaS Solutions to Retail and Hospitality is a strong preference.

Other Qualifications

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

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.