Product Sales Specialist – CLM & Document AI

Your work days are brighter here.

We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team

The Enterprise Specialised Sales team at Workday supports the company's growth by combining integrity and innovation, and by creating an environment where employees are supported to do their best work and develop themselves and their colleagues.
The CLM & Document AI Center of Excellence (CoE) drives growth for Workday's Contract Lifecycle Management offerings. CoE members act as business owners, providing guidance across the full sales cycle and deployment strategy.

About the Role

As a Product Sales Specialist – CLM & Document AI, you will be a key driver of Workday's growth in Contract Intelligence and Contract Lifecycle Management. You will lead the CLM & Document AI motion with and through Workday's field sales teams, helping customers modernize and automate their end-to-end contracting workflows across legal, procurement, finance, and supplier ecosystems.

You will:

• 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 for Workday Account Executives (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.

Key Responsibilities

Contract Intelligence Strategy & Orchestration

• Articulate how integrated CLM unlocks visibility into risk, obligations, and savings.

• Diagnose contracting landscapes and map differentiated value for Legal, Procurement, Finance, and IT.

• Prioritize high-impact use cases, such as clause analytics and supplier consolidation, to deliver quantifiable outcomes.

• Advocate for a unified, AI-driven contract platform rather than disconnected point solutions.

• Highlight Workday's unified approach to reduce integration risk versus standalone vendors.
   

Sales Execution, Internal Co-Selling & Collaboration

• Work with Core and Enterprise Account Executives to position CLM & Document AI within broader HCM, FINS, and cross-portfolio opportunities, aligning on account strategy, territory coverage, and pursuit plans.

• Serve as the CLM & Document AI specialist for Workday's field teams, supporting them on messaging, discovery, qualification, and deal strategy, while directly engaging in top strategic pursuits as deal advisor and co-seller.

• Lead deal cycles involving multiple stakeholders (General Counsel, Heads of Legal Operations, CPO/Head of Procurement, CFO/Finance leadership, CIO/CTO, and IT security), addressing legal, data privacy, and AI-governance questions.

• Orchestrate proof-of-value engagements to demonstrate measurable impact on productivity and risk.

• Maintain pipeline hygiene and provide accurate forecasts.
   

CoE Enablement, Best Practices & Market Feedback

• Train and coach Workday AEs, solution consultants, and partners on CLM & Document AI positioning, discovery, and competitive differentiation, acting as first point of contact for CLM-related questions.

• Identify and share best practices for CLM & Document AI sales cycles, partner engagement, and deployment patterns across segments and geographies.

• Partner with Customer Success and Marketing to build case studies, references, and repeatable success stories.

• Capture and synthesize field feedback (use case gaps, competitive insights, implementation lessons) and channel it back into product, strategy, and enablement teams.

About You

Basic Qualifications

• Minimum of 5 years of SaaS enterprise sales experience selling to C-level executives.

• Minimum of 3 years of experience selling in Contract Lifecycle Management, Contract Analytics, Intelligent Document AI, or a closely related legal-tech or procurement-tech domain.

• Experience managing at least one complex, long enterprise deal cycle from discovery through close.
   

Other Qualifications

• Experience acting as a specialist advisor — coaching internal teams, guiding customers through maturity journeys, and helping define deployment and adoption strategies.

• Technical and competitive fluency: able to articulate a "better together" platform story spanning multiple products and how Workday's unified data and AI approach compares to standalone CLM and contract analytics tools.

• Comfortable operating in a fast-paced, evolving environment where playbooks, product, and market dynamics are still maturing.

• Proficiency with sales tools such as Salesforce, Clari, LinkedIn Sales Navigator, or similar engagement platforms.

• Experience partnering with Account Executives, solution consultants, marketing, partner teams, and product teams to execute account and territory strategies.

Workday Pay Transparency Statement (For EU Locations Only)

Listed below is the base salary range applicable to this position. Workday pay ranges (and the precise pay offered to the successful candidate) are based on a number of objective criteria such as relevant experience and skills, and educational qualifications, level of responsibility, demands of the role, work location and business need. 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 awarded by Workday Inc. For more information regarding Workday’s comprehensive benefits, please click here.

Additional Location Base Pay Range: €72,200 EUR - €108,300 EUR Germany
Additional Location Base Pay Range: €72,200 EUR - €108,300 EUR Germany

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.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

At Workday, we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills. If you require assistance or an accommodation at any point, please email [email protected].

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