Product Sales Specialist, Workday

• 5+ years SaaS enterprise sales experience selling to C-level executives
• 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 success managing complex, long deal cycles from discovery to close
• Ability to tell a "better together" platform story across multiple products
• Track record of consistent over-quota performance

Desirable

• As a Product Sales Specialist – 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 modernize 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
• 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 how integrated CLM unlocks visibility into risk, obligations, and savings
• Value mapping: Diagnose contracting landscapes and map differentiated value for Legal, Procurement, Finance, and IT
• Use-case design: Prioritize high-impact cases like clause analytics and supplier consolidation to deliver quantifiable outcomes
• Platform positioning: Advocate for a unified, AI-driven contract foundation rather than disconnected point solutions
• Competitive edge: Highlight Workday’s unified approach to reduce integration risk versus standalone vendors
• 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: Orchestrate POV engagements to demonstrate measurable impact on productivity and risk
• Pipeline Hygiene: Maintain a healthy pipeline and provide accurate 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 synthsize field feedback (use case gaps, competitive insights, implementation lessons) and channel it back into product, strategy, and enablement teams to continuously improve our offerings