Product Sales Specialist – CLM & Document AI

About the Role

As a Product Sales Specialist – CLM & Document AI, you are a key driver of Workday’s growth in Contract Intelligence and Contract Lifecycle Management. Your role involves leading the CLM & Document AI motion with and through field sales teams, guiding customers to modernize and automate their end‑to‑end contracting workflows, and positioning Workday as the integrated, AI‑driven contract platform of choice.

Key Responsibilities

• 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 such as 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:
  • Partner 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.
  • Serve as the CLM & Document AI “go‑to” specialist for field teams, enabling them on messaging, discovery, qualification, and deal strategy, while engaging as deal advisor and co‑seller in top strategic pursuits.
  • Lead complex deal cycles that involve multiple stakeholders, navigating legal, data privacy, and AI governance questions with authority.
  • Orchestrate proofs‑of‑value to demonstrate measurable impact on productivity and risk.
  • 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 AEs, solution consultants, and partners on CLM & Document AI positioning and discovery.
  • Codify and share best practices: identify and disseminate best practices across segments and geographies.
  • Build customer evidence and references: collaborate with Customer Success and Marketing to create case studies and repeatable success stories.
  • Feed field insights back into product, strategy, and enablement teams to continuously improve offerings.

Qualifications

• 5+ years of SaaS enterprise sales experience selling to C‑level executives.
• 3+ years of successful selling experience in CLM, Contract Analytics, Intelligent Document AI, or 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 articulate a “better together” platform story across multiple products.
• Consistent over‑quota performance.
• Technical and competitive fluency: articulate how Workday’s unified data and AI approach compares to standalone CLM and contract analytics tools.
• Consultative, CoE‑style mindset: act as a specialist advisor, coaching internal resources and guiding customers through maturity journeys and deployment strategies.
• Resilience and adaptability in a fast‑paced, evolving environment.
• Proficiency with leading sales tools (Salesforce/Clari, LinkedIn Sales Navigator, outreach‑style engagement tools) and disciplined pipeline hygiene and forecasting.
• Strong track record of partnering with Account Executives, solution consultants, marketing, partner teams, and product to execute account and territory strategies.

Compensation & Location

Workday Pay Transparency Statement (For EU Locations Only)Base Pay Range: £80,000‑€120,000 (France)Eligible for Workday Bonus Plan, role‑specific commission/bonus, and annual stock grants.

Equal Opportunity Employer

Workday is an Equal Opportunity Employer, including individuals with disabilities and protected veterans. We are committed to providing an accessible and inclusive hiring experience for all candidates and will provide reasonable accommodations upon request.