Country Director, Malaysia

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 Workday’s Field Sales organisation is focused on driving net-new and customer base growth and helping organisations transform the way they manage their people, finances, and operations. This is an exciting opportunity to lead a team of net-new, “hunter” and customer base “farmer” Account Executives focused on selling across Malaysia. The team will work with prospective customers across a broad range of industries, helping them understand the value of Workday’s enterprise management cloud across ERP, HCM, Financial Planning and Analysis, and Contract Management, all powered by AI. The team will be responsible for driving demand generation activities, building and progressing pipeline, forecasting revenue, partnering with our SI and partner ecosystem, and leading strategic sales opportunities. This is a high-profile role for Workday as we continue to grow our customer community and annual recurring revenue contribution across the broader APAC business. At Workday, we believe in winning while having fun. That means supporting one another, operating with integrity, and creating an environment where Workmates can bring their best selves to work. The Sales team plays a key role in helping Workday grow by balancing innovation, accountability, collaboration, and a strong commitment to customer success.

About the Role

As the Country Director based in Kuala Lumpur, you will lead a team of Account Executives focused on driving revenue growth for organisations in Malaysia. You will be responsible for coaching and developing the team, guiding account strategy, supporting pipeline generation, advising on deal execution, and ensuring accurate forecasting and strong revenue performance.

In this role, you will help your team position Workday’s solutions effectively against enterprise and competitors, including SAP, Oracle, NetSuite, Microsoft, and other ERP, HCM, FP&A, Payroll, Procurement, and AI-enabled business application providers. You will coach the team to use value-centric sales messaging that supports customer investment approval, business case development, and project prioritisation.

You will work closely with cross-functional teams across Workday, including Pre-Sales, Solution Consulting, Value Management, Business Architecture, Professional Services, Marketing, Deal Desk, Legal, and our Partner Ecosystem. You will also provide executive coverage for strategic prospects and customers, helping to create a high-quality sales engagement experience.

This is a strategic leadership role that requires strong commercial judgment, disciplined execution, and the ability to lead teams through complex sales cycles while building long-term customer relationships.

About You

You are an experienced SaaS sales leader with a strong track record of exceeding expectations and delivering results through others. You have led teams selling complex enterprise solutions into large organisations and understand how to coach Account Executives through value-based sales cycles, from account planning and pipeline generation through executive alignment, deal strategy, commercial negotiation, forecasting, and close.

You are commercially disciplined, customer-focused, and confident operating in a fast-paced, high-growth environment. You understand how to identify customer priorities, business challenges, and competitive dynamics, and you can guide your team to position comprehensive Workday solutions through clear, value-centric messaging.

You bring strong executive presence and are comfortable engaging C-suite and senior decision-makers. You can provide executive sponsorship and coverage for strategic prospects, create confidence with customers, and support a strong engagement experience throughout the sales cycle.

You are passionate about building and developing high-performing sales teams. You know how to attract, hire, onboard, coach, and retain strong sales talent, while creating a culture of accountability, collaboration, inclusion, and performance aligned with Workday’s values.

You lead with data, insight, and operational discipline. You are comfortable managing daily and weekly sales activities, pipeline progression, forecast accuracy, and closed business to achieve and exceed revenue targets.

You are a collaborative leader who works effectively across functions. You partner closely with Pre-Sales, Solution Consulting, Value Management, Business Architecture, Professional Services, Marketing, Deal Desk, Legal, Sales Support, co-sell partners, SI partners, and implementation partners to identify opportunities, strengthen customer value propositions, and maximise customer and business outcomes.

As a member of the regional leadership team, you will help develop and execute Workday’s go-to-market strategy for Malaysia and contribute to Workday’s continued culture and growth across the market.

Basic Qualifications

• 10+ years of experience in enterprise software or SaaS sales.

• 5+ years of sales management experience, including leading field Account Executives.

• Experience leading teams that sell enterprise solutions into large organisations.

• Experience with ERP, HCM, Payroll, Procurement, FP&A, AI/ML, or related enterprise business applications.

• Proven experience managing complex sales cycles from qualification through close.

• Track record of successful revenue attainment and consistent performance against targets.

• Experience selling to C-suite and senior executive decision-makers.

Other Qualifications

• Experience leading, coaching, developing, and retaining high-performing sales teams.

• Passion for developing people and delivering results through others.

• Strong ability to identify customer challenges and position comprehensive, value-based solutions.

• Experience using insights, data, and sales analytics to support decision-making and improve sales execution.

• Experience orchestrating internal teams through complex and strategic sales cycles, including Pre-Sales, Value Management, Bid Management, Inside Sales, Marketing, Sales Support, Deal Desk, Legal, Professional Services, and partner teams.

• Strong understanding of cloud, SaaS, and AI-enabled enterprise application markets.

• Experience developing and executing go-to-market strategies.

• Strong understanding of the Malaysia market and customer landscape.

• Experience working with co-sell, SI, and implementation partners.

• Strong executive communication, stakeholder management, and negotiation skills.

• High level of accountability and ability to perform in a high-growth environment.

• Strong problem-solving and critical-thinking skills.

• Ability to lead through influence, build consensus, and collaborate across functions.

• Alignment with Workday’s values and commitment to building an inclusive, collaborative, and high-performance culture.

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.

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