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

Primary Location Base Pay Range: $255,900 USD - $383,900 USD

Additional US Location(s) Base Pay Range: $255,900 USD - $383,900 USD

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.