Account Executive - Large Enterprise 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. 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. About the Team 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. That means supporting each other, driving accountability, and making sure everything we do inspires a brighter workday for all. This is a team where you will be surrounded by dedicated professionals who play a key role in guiding customers through transformation and driving meaningful business growth. About the Role 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. In this role, you will:

• 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, With Flex Work, we're combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.
  
  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