- Location
- USA, CA, Pleasanton, United States of America · USA, IL, Chicago
- Type
- Full-time
- Department
- Sales
- Seniority
- VP
- Closing date
- Today
- Source
- Workday
Description
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
Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Commercial Relationships team is a specialized group responsible for nurturing and expanding relationships with our most valuable clients, driving retention, reducing churn, and ensuring successful renewals across global markets. As part of a startup team in a Fortune 500 company, the Commercial Relationships Executive will play a critical role in shaping our long-term customer strategies and ensuring high-value accounts continue to grow.About the Role
Are you a strategic thinker, exceptional negotiator, and problem-solver who thrives in tackling complex challenges? Join us as a Commercial Relationships Executive on the founding team of the Strategic Account Management organization. You will play a pivotal role in building and shaping this team from the ground up. You will be responsible for managing high-value, high-risk accounts, directly engaging in challenging renewals, solving customer challenges, and setting the foundation for future growth.
This is a unique opportunity to make a significant impact in a high-visibility role where your efforts will drive customer retention, protect revenue, and define how we engage with our most critical customers.
Responsibilities:
Design and execute innovative strategies to reduce churn and stabilize high-risk commercial relationships in a rapidly evolving market.
Develop proactive measures and churn prediction frameworks, to identify and mitigate risks early.
Collaborate with cross-functional teams to resolve escalated issues, ensuring customers remain successful and engaged with our solutions.
Establish and oversee operational processes for renewal forecasting, contract management, and renewal execution.
Lead challenging renewal discussions with high-profile accounts, often involving complex contract structures or difficult negotiations.
Create creative, win-win solutions that protect company margins while retaining customer relationships.
Build and refine renewal playbooks to standardize best practices for managing at-risk customers and renewal operations.
Partner with Customer Success (CX), Sales, and Product teams to create scalable churn reduction programs and operational frameworks.
Implement processes and tools that provide actionable insights into renewal risk, customer satisfaction, and account health.
Act as the central point of coordination for cross-functional teams, including Customer Success, Product, Sales, Professional Services, and Value Management, to ensure seamless customer experiences.
Drive accountability and alignment across teams for improving adoption, resolving customer pain points, and delivering business outcomes.
Champion customer advocacy by aligning internal teams around customer success and retention goals.
Leverage customer data, usage metrics, and predictive analytics to inform strategic decisions around retention and growth opportunities.
Build a robust reporting framework that enables leadership to monitor renewal performance, churn trends, and customer health.
Partner with analytics teams to create dashboards and tools that deliver actionable insights for managing renewals and churn.
About You
10+ years of leadership experience in Strategic Account Management, Renewals, Customer Success, or a similar role, preferably within a SaaS or enterprise software environment.
Proven track record of managing and reducing churn in high-risk, high-value customer accounts, with a focus on contract renewals and retention strategies.
Exceptional negotiation and conflict resolution skills, with the ability to manage complex, high-stakes customer discussions.
Strong operational expertise in building scalable processes for renewals, forecasting, and churn management.
Demonstrated ability to collaborate across functions, influence without direct authority, and drive alignment among diverse teams.
Expertise in data-driven decision-making, with proficiency in tools like Salesforce, Gainsight, Tableau, and Excel.
Deep understanding of enterprise SaaS business models, including TCO, ROI, and NRR metrics.
Experience leading customer advocacy programs and creating frameworks for customer engagement.
Highly adaptable, with a proven ability to lead during periods of ambiguity and change.
Workday Pay Transparency Statement
The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. 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. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.
Primary Location: USA.CA.Pleasanton
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.
Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.
Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law.
If you require a reasonable accommodation, you may email [email protected], as far in advance as possible.
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