Specialised Account Executive – CLM & Document AI

Workday

Your work days are brighter here.

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

Workmates pride themselves on winning while having fun. That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all.

The Enterprise Specialised Sales team at Workday helps the company continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring out their best self, and get better by pushing and developing themselves and the Workmates around them.

Within this team, the CLM & Document AI Center of Excellence acts as a specialised, cross‑functional hub that promotes growth and drives execution around our Contract Lifecycle Management and Document AI offerings as a focused product area. CoE members act as a true business owner, continuously learning product changes, best practices, and market trends, and provide internal guidance and support in building pipeline, the full sales cycle, all the way through to partner and deployment strategy.

You will be part of an expert group that:

- Acts as a strategic AI & Contract Lifecycle Management specialist, as well as deal advisor for complex CLM and Document AI opportunities.
- Owns end‑to‑end support for complex and standalone CLM & Document AI deal cycles.
- Designs and leads custom demos and value narratives tailored to legal, procurement, finance, and IT stakeholders.
- Scales enablement, customer evidence, and funnels commercial feedback back into product and go‑to‑market.

If you are a goal‑oriented self‑starter ready to “own the business” for CLM & Document AI, and love working with multiple personas across Legal, Procurement, Finance/CFO and IT, this is the role for you.

About the Role

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.

Key Responsibilities Include:

Contract Intelligence Strategy & Orchestration

Drive the CLM & Document AI narrative: Articulate a compelling vision for how Contract Intelligence and CLM, integrated with Workday, streamline end‑to‑end contracting (buy‑side, sell‑side, and corporate) and unlock visibility into risk, obligations, savings, and revenue.
Multi‑persona value mapping: Diagnose a customer’s contracting landscape and map differentiated value for Legal (risk, compliance, speed), Procurement (savings, supplier performance), Finance/CFO (cash, revenue, auditability), and IT (architecture, security, governance).
Use‑case hunting and design: Identify, prioritize, and shape high‑impact CLM & Document AI use cases (e.g., obligation tracking, clause analytics, third‑party paper review, supplier contract consolidation) that deliver quantifiable business outcomes, not just features.
Embed into the Workday platform story: Position CLM & Document AI as part of an integrated Workday and AI strategy, avoiding disconnected “point CLM” deployments and instead advocating a unified, AI‑driven contract data foundation.
Competitive positioning: Compete credibly against standalone CLM and contract analytics vendors by emphasising Workday’s unified data approach and reduced integration risk, rather than complex connectors and siloed repositories.

Sales Execution, Internal Co‑Selling & Collaboration

Co‑selling partnership with AEs: Work in lock‑step with Core and Enterprise Account Executives to position CLM & Document AI inside broader HCM, FINS, and cross‑portfolio opportunities, aligning on account strategy, territory coverage, and pursuit plans.
Sales to internal sellers: Serve as the CLM & Document AI “go‑to” specialist for Workday’s field teams, enabling them on messaging, discovery, qualification, and deal strategy, while directly engaging in top strategic pursuits as deal advisor and co‑seller.
Complex deal management: Lead sophisticated deal cycles that involve multiple stakeholders (General Counsel, Heads of Legal Operations, CPO/Head of Procurement, CFO/Finance leadership, CIO/CTO, and IT security). Navigate legal, data privacy, and AI‑governance questions with authority.
Proof‑of‑Value leadership: Own or orchestrate CLM & Document AI proof‑of‑concepts and proof‑of‑value engagements - defining success metrics, partnering with pre‑sales and services, and demonstrating measurable impact on cycle time, savings, risk reduction, and productivity.
Accurate pipeline & forecasting: Build and maintain a healthy pipeline of CLM & Document AI opportunities across existing Workday accounts and new prospects, providing accurate weekly forecasts in a high‑growth environment.

CoE Enablement, Best Practices & Market Feedback

Enable and coach internal teams: Train and coach Workday AEs, solution consultants, and other partners on CLM & Document AI positioning, discovery, and competitive differentiation, acting as first point of contact for CLM‑related questions.
Codify and share best practices: Identify and disseminate best practices for CLM & Document AI sales cycles, partner engagement, and deployment patterns across segments and geographies.
Customer evidence & reference building: Partner with Customer Success and Marketing to build case studies, references, and repeatable success stories that demonstrate the impact of CLM & Document AI across industries.
Feedback loop to product: Capture and synthesize field feedback (use case gaps, competitive insights, implementation lessons) and channel it back into product, strategy, and enablement teams to continuously improve our offerings.

About You

Basic Qualifications

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.

Other Qualifications

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.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!