Workday Client Development Executive

Full-time, salaried + commission position
100% Remote - must reside within the United States
Up to 50% domestic travel
Must be eligible to work in the United States without sponsorship, now or in the future

The Opportunity

We’re adding a Client Development Executive to our growing Workday Practice — a hunter-plus-farmer role built for someone who can originate pipeline from ecosystem relationships, run a consultative sales cycle end-to-end, and become a trusted growth partner to Workday Account Executives and regional leadership.

Why Meridian — And Why Now

There’s no shortage of Workday partners. Here’s what’s different about this one:

You’ll be heard. Meridian is not a massive consulting firm where your deals disappear into a pipeline report. Your wins matter to leadership. Your feedback on the market shapes strategy. Your wins get recognized — not absorbed into a quarterly number.

Your delivery team will close deals for you. We have Solution Architects and Practice Directors who have been in the room with public sector CXOs for years. You bring the relationship — we bring the credibility to back it up.

You’ll have a Client Success Partner by your side. At Meridian, the relationship doesn’t end at close. Our Client Success Partners stay with the client as trusted advisors throughout the engagement — which means stronger retention, easier expansions, and a client who’s already primed for the next conversation.

The territory is real. Public sector Workday spend is accelerating. State and local governments, K–12 districts, and federal agencies are actively expanding Workday footprints. Meridian has a 20+ year track record serving these clients. You’re not walking in cold.

The compensation is honest. We pay competitive base, real OTE, and uncapped upside. No games with territories. No surprise quota resets. No politics around credit.

The culture is human. We’re a firm built on integrity, mission, and relationships. Our clients feel it. Our team feels it. You will too.

Responsibilities

Pipeline Generation & Territory Development

• Build and manage a net-new pipeline through Workday Account Executive relationships, partner center activity, ecosystem events, user groups, and regional referral networks
• Develop a deep understanding of your territory — who’s live on Workday, who’s struggling, who’s expanding, and who’s evaluating new modules or Phase X work
• Own outbound prospecting alongside inbound support — this role rewards self-starters who know how to work the ecosystem, not wait for it
• Maintain disciplined CRM hygiene and accurate forecasting in alignment with practice leadership

Full-Cycle Sales Execution

• Lead all phases of the pursuit lifecycle: discovery, solutioning, proposal development, pricing, negotiation, and close
• Partner with Client Success Partners, Practice Directors, and delivery leadership to build compelling, credible proposals tailored to public sector procurement requirements
• Navigate government contracting vehicles (GSA, cooperative purchasing, state MAS) and procurement cycles with confidence
• Present to CXO-level stakeholders — CHROs, CFOs, CIOs, and agency directors — with clarity, credibility, and command of the Workday platform

Ecosystem Relationship Management

• Cultivate and maintain referenceable relationships with Workday Account Executives, Regional Directors, and Partner Alliance Managers
• Show up at Workday SKO, Workday Rising, regional summits, and vertical user groups as a recognized face of the Meridian brand
• Collaborate with ecosystem partners where co-sell or referral opportunities exist
• Represent Meridian’s value proposition authentically — our differentiation is real, and you’ll know how to communicate it

Account Expansion & Retention

• Manage and grow a focused set of strategic accounts in close partnership with Client Success Partners
• Identify expansion opportunities tied to new Workday modules, AMS services, Phase X implementations, staff augmentation, and optimization engagements
• Support structured executive business reviews to protect and grow annual recurring revenue
• Ensure a seamless handoff to the Client Success Partner post-close

Brand & Market Presence

• Represent Meridian’s public sector expertise in written content, event speaking, and ecosystem conversations
• Contribute intel on competitive activity, market trends, and client sentiment back to practice and executive leadership
• Help shape how Meridian’s client development motion continues to evolve as we scale

Minimum Qualifications

• 5+ years of direct sales or business development in the Workday ecosystem
• Experience selling to public sector clients — state/local government, K–12, or federal agencies
• Demonstrated ability to originate and close net-new services opportunities — implementation, AMS, optimization, or staff augmentation
• Pre-existing, referenceable relationships with Workday Account Executives or Regional Directors
• Familiarity with government procurement vehicles (GSA schedule, cooperative purchasing, state contracting mechanisms)
• Proven track record of full-cycle ownership — from pipeline generation through close
• Strong executive presence with the ability to credibly present to C-suite and agency leadership
• Ability to work standard East Coast hours

Pay Transparency

Compensation for roles at Meridian varies depending on a wide array of factors including, but not limited to, the specific practice, role, skillset, and level of experience. As required by law, Meridian provides a reasonable range of compensation for roles that may be hired.

Base Salary Range is $150,000 - $180,000 plus commission for an OTE of $300,000 - $360,000 is available for this specific role. There is no cap on commissions