Overview As a Major Account Executive, you will drive strategic add-on and renewal opportunities within the Department of Defense, coordinating with cross-functional teams to align Workday solutions with senior HR goals. You'll guide long-term account strategies, upsell within existing contracts, and manage large, multi-year deals in a government context. You'll work closely with DoD leaders to ensure value delivery and sustained customer satisfaction. This role sits at the intersection of enterprise sales and federal program growth, offering impact at scale within a trusted partner of a top-tier software vendor.
Compensation / Benefits- flexible work arrangements
- stock grants
- bonus plan or variable compensation
- opportunity for annual refresh stock grants
- equal opportunity employer
- supportive culture with focus on growth
Responsibilities- Develop and prioritize opportunities in the DoD, guiding strategy to close key deals
- Manage upsell and renewals within existing DoD contracts
- Perform account planning with pre-sales and other resources for strategic alignment
- Drive add-on and renewal revenue in Large Enterprise accounts
- Coordinate cross-functionally with internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support)
Key requirements- 5+ years selling into the Department of Defense and/or related agencies
- 12+ years selling SaaS/Cloud ERP/HCM/Financial/Planning/Analytics solutions to C-levels in field sales
- 10+ years negotiating deals with C-Suite executives
- 10+ years building relationships with existing customers for add-on/incremental business
- 10+ years developing long-term account strategies with existing customers
- 3+ years with DISA and IL4/IL5 accreditations as DISA sponsor
- Excellent verbal and written communication
- Strong relationship-building with senior stakeholders
- Strategic thinking and deal orchestration
- SaaS sales
- Enterprise ERP/HCM/Financial/Planning/Analytics domains
- Deal negotiation with C-Suite
