Principal Account Executive - Large Enterprise, Indonesia

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 Enterprise Sales team at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them.

About the Role

We are looking for a dynamic, highly driven  Principal, Sales Account Executive for Indonesia.  Reporting directly to the Regional Sales Director for Malaysia and Indonesia, this is a highly visible "player-coach" role. The role will help support the team around forecasting, planning and organization. You will be at the forefront of our expansion in the region, carrying your own individual quota while also leading and mentoring a high-performing team of 3 sales professionals.

In this role, you won't just be leading from behind a desk; you will be in the trenches, running in the field with your team, and taking ownership of the overarching forecast for the entire Indonesian market. If you are a strategic problem solver with a passion for enterprise sales, mentoring others, and driving market share, we want you on our team.

What You’ll Be Doing

Sales Leadership & Mentorship

• Player-Coach: Successfully lead complex sales cycles from start to finish to achieve your individual revenue quota, while concurrently driving the success of a 3-person sales team.

• Operational Facilitator: Prioritize and lead team meetings to share best practices, product updates and  market intelligence,  and to strategize initiatives that drive pipeline creations 

• Peer Mentorship: Provide tactical deal coaching and "shadowing" opportunities to help AEs navigate complex sales cycles.

• Forecasting & Pipeline Management: Lead the overarching sales forecast for Indonesia. Maintain accurate, timely customer, pipeline, and forecast data that rolls up your individual numbers and your team's quota.

Market Strategy & Execution

• Value Positioning: Deeply understand the competitive landscape and localized customer needs in Indonesia to effectively position Workday’s solutions.

• Partnership Building: Cultivate mutually beneficial, strategic relationships with key regional partners and system integrators to expand our footprint.

• Cross-Functional Collaboration: Act as the face of Workday in Indonesia by providing on-the-ground support for regional marketing activities, executive events, and brand-building initiatives.

What We’re Looking For

Required Experience & Skills:

• Enterprise Sales Track Record: Proven ability in leading complex, high-value enterprise sales cycles from start to finish with a proven track record of successful revenue attainment.

• Domain Expertise: Prior experience in business application sales, preferably within an ERP (Enterprise Resource Planning) and HR environment.

• Leadership: Experience acting as a leader, mentor, or manager in a team-selling environment.

• Technical Skill: Strong ability to understand and effectively explain the business value and benefits of an on-demand/web services architecture.

• Consultative Approach: Deep familiarity with consultative selling methodologies.

• Communication: Excellent verbal and written communication skills.  Fluency in Bahasa Indonesia (written and spoken) is a mandatory requirement for this role.

• Drive & Autonomy: A self-starter demeanour with the ability to work in a multifaceted environment.

About You

Basic Qualifications (must have qualifications / skills):

• 5+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels from a field sales position.

• 5+ years experience prospecting to Large Enterprise customers

• Experience in engaging in a programmatic approach to generate and develop leads within your territory.

• Intimate knowledge of the Indonesian Market.

​Other Qualifications (preferred, but not essential):

• Consistent track record in a high-velocity sales cycle, including prospecting for a portion of opportunities

• Understanding of the strategic competitive landscape of the industry by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts

• Experience demonstrating and partnering with internal team members on account strategies

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.

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 accommodations@workday.com.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!

At Workday, we value our candidates’ privacy and data security.  Workday will never ask candidates to apply to jobs through websites that are not Workday Careers. 

  

Please be aware of sites that may ask for you to input your data in connection with a job posting that appears to be from Workday but is not.

  

In addition, Workday will never ask candidates to pay a recruiting fee, or pay for consulting or coaching services, in order to apply for a job at Workday.