Specialised Account Executive – CLM & Document AI

We’re Workday, a leading AI platform for managing people, money, and agents. We're looking for a Specialised Account Executive – CLM & Document AI to drive growth in Contract Intelligence and Contract Lifecycle Management.

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.

Key Responsibilities Include:

• 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.

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

• 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.