# Specialised Account Executive – CLM & Document AI **Company**: Workday **Location**: London **Experience**: senior **Job type**: full-time **Category**: Sales **Industry**: Technology **Apply**: https://workday.wd5.myworkdayjobs.com/en-US/Workday/job/United-Kingdom-London/Specialised-Account-Executive---CLM---Document-AI_JR-0111542?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/job/specialised-account-executive-clm-and-document-ai-3b0a366f-e6d/ ## Description 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. For more fresh new jobs, check out [yubhub.co](https://yubhub.co/). ## Skills ### Required - SaaS/Cloud enterprise sales - CLM - Contract Analytics - Intelligent Document AI - Platform selling ### Nice to have - Multi-persona fluency - Use-case and value-led selling - Consultative mindset - Resilience & adaptability --- Source: [Apply at workday.wd5.myworkdayjobs.com](https://workday.wd5.myworkdayjobs.com/en-US/Workday/job/United-Kingdom-London/Specialised-Account-Executive---CLM---Document-AI_JR-0111542?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)