Regional Sales Director - Identity

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About the Team

Workday is strategically expanding into the identity management space to govern access for both employees and AI agents across the enterprise. As enterprise adoption of autonomous agents accelerates, CIOs, CISOs, and CTOs are facing a critical governance challenge: how to manage identity, access, provisioning, lifecycle automation, and least-privilege controls across a combined workforce of people and AI agents.
Workday is establishing a specialized Identity sales team focused on helping enterprise customers modernize identity governance and access management for this new era of work. This team will partner with customers to articulate how Workday's identity governance capabilities, expected to become part of Workday's Agent System of Record, can help reduce access risk, strengthen compliance, automate identity lifecycle processes, and unlock trusted AI adoption at scale.
The Revenue organization at Workday is grounded in integrity, innovation, accountability, and collaboration. We are looking for experienced enterprise sellers who can build trusted executive relationships, lead complex security and identity focused sales cycles, and help accelerate market adoption in a strategic growth area for Workday.

About the Role

You are an experienced enterprise sales leader who combines identity and security fluency, executive presence, and disciplined sales execution. You have led teams through complex, multi-stakeholder sales cycles and are comfortable engaging directly with CISOs, CIOs, CTOs, senior technology leaders, security executives, and ecosystem partners.

You know how to coach sellers, orchestrate internal resources, shape executive-level value propositions, and create accountability around pipeline generation, forecast accuracy, and revenue performance. You bring credibility in conversations about identity governance, access management, provisioning, access reviews, least-privilege enforcement, lifecycle automation, compliance, AI governance, cloud architecture, and enterprise transformation.

This is a leadership role. You will lead a team of specialized Account Executives who partner closely with Core Account Executives and cross-functional teams to develop opportunities, advance executive engagement, and position Workday’s identity governance capabilities as a strategic part of Workday’s broader platform, AI, and agent governance vision.

Key Focus & Responsibilities

• Team Leadership & Coaching: Use your experience to lead, coach, and mentor a field sales team of specialized Account Executives focused on identity governance and access management. Drive a culture of accountability, performance, collaboration, and continuous development.
• Deal Strategy & Orchestration: Lead a team focused on driving complex identity sales cycles by orchestrating cross-functional teams across Core Account Executives, Solution Consultants, Forward Deployed Engineers, Value Managers, product, customer success, partners, bid management, and sales support from initial discovery through negotiation and close.
• Executive Engagement. Support your team in building trusted relationships with CISOs, CIOs, CTOs, and senior technology and security leaders. Help position Workday as a strategic enterprise software partner for identity governance, agentic AI governance, access modernization, and enterprise risk reduction.
• Identity Governance & Risk-Reduction Strategy. Coach your team to uncover operational, compliance, and access risk across complex enterprise environments. Help sellers translate customer priorities across identity governance, provisioning, access reviews, least-privilege enforcement, lifecycle automation, security, compliance, and AI governance into clear, executive-level value propositions.
• Forecasting & Business Modeling: Maintain accurate forecasting data, pipeline inspection, and business modeling for senior leadership. Create accountability around opportunity qualification, pipeline generation, deal progression, forecast accuracy, and revenue performance.
• Sales Execution. Lead effectively in a collaborative model alongside core account owners and specialist teams. Ensure strong alignment across account strategy, stakeholder mapping, mutual action planning, executive engagement, and deal governance.
• Partner & Ecosystem Co-selling. Employ effective selling strategies by pulling together different business units and partner organizations to maximize sales outcomes. Guide your team to collaborate with cloud partners, global system integrators, security ecosystem partners, and technology partners to expand Workday’s relevance within the customer’s broader IT, security, identity, and AI landscape.
• Market Development & Category Creation. Help shape the identity governance narrative for Workday customers and prospects. Coach your team to articulate the emerging need to govern identity and access across both human workers and AI agents, and to position identity governance as a foundational requirement for trusted enterprise AI adoption.

#identityjobs

About You

Basic Qualifications:

M5 Regional Sales Director, Identity:

• 2+ years of field sales management experience at a SaaS, cybersecurity, identity, or enterprise software company, ideally focused on new business acquisition or strategic expansion.
• 8+ years of experience as a field sales representative selling cloud, SaaS, cybersecurity, identity governance, identity and access management, enterprise platform, data, AI governance, or related enterprise software solutions.
• 5+ years of experience selling or leading sales motions directly to the Office of the CISO, CIO, or CTO.
• 8+ years of experience managing complex enterprise sales cycles from start to finish, with a track record of successful revenue and quota attainment.
• 5+ years of experience as a leader in a team-selling environment.
• Demonstrated experience operating in co-prime, specialist, or matrixed enterprise sales models.

Other Qualifications:

• Identity & Security Domain Fluency. Strong credibility in identity governance, access management, provisioning, access certification, least-privilege access, lifecycle automation, compliance, security operations, and enterprise risk management.
• CISO, CIO & CTO Persona Fluency. Speaks the language of senior security and technology leaders. Understands the strategic competitive landscape across identity, access management, cybersecurity, cloud, AI governance, and enterprise software, and can coach a team to position Workday effectively.
• AI Governance & Agentic Identity Fluency. Understands the emerging need to govern access for both employees and AI agents. Can guide teams in articulating how identity controls, access policies, lifecycle management, and governance workflows must evolve as autonomous agents become part of the enterprise workforce.
• Cross-Functional Orchestration. Proven experience pulling together different business units to maximize sales outcomes. Able to align Core Account Executives, specialist sellers, solution consulting, value management, product, customer success, partners, and executive stakeholders around a unified customer strategy.
• Challenger & Value Selling. Ability to empower teams to challenge legacy identity and access assumptions, uncover hidden operational risk, frame executive-level business cases, and align identity modernization efforts to measurable business outcomes.
• Cross-Ecosystem Interoperability. Ability to position identity governance capabilities as an interoperable component of a customer’s broader IT, security, cloud, data, application, and AI ecosystem.
• Dynamic Leadership. Self-starter attitude with the ability to lead in a dynamic environment. Comfortable building a new sales motion, coaching teams through ambiguity, and helping establish Workday’s identity governance position in a fast-evolving market.

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.CA.PleasantonPrimary Location Base Pay Range: $174,000 USD - $261,000 USDAdditional US Location(s) Base Pay Range: $174,000 USD - $261,000 USD

Additional Considerations:

If performed in Colorado, the pay range for this job is $174,000 USD - $261,000 USD based on min and max pay range for that role if performed in CO.

The application deadline for this role is the same as the posting end date stated as below:

01/31/2027

Our Approach to Flexible Work

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.

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