How achievable is it to transition from an SDR role to an Account Executive position at Workday?

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Accepted Answer

It is achievable but only 10%-20% make the transition due to availability of roles. The pathway moves you to an Account Executive - Digital Sales role which while full cycle, is not the lead Account Executive in the Account. You are an overlay role that sells add ons to existing Key Customers.

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It all depends on territory and timing, if you have leads to work, you will most likely be successful.  If it's a greenfield patch, it's going to take time to develop, most likely a minimum of 18 months.

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It rarely happens. You have a better chance of becoming a Digital Account Executive (don't own the full sales cycle and support other AEs). Your best bet would be to leave and come back.

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My recommendation would be to look where there is an opportunity for less than 500 worker market to be most successful.

in the case you worked as an SDR in a particular industry and know the industry terminology then a medium enterprise opportunity transition may work.

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Great question, Workday is structured a bit differently than other companies in the fact that the sales path from CSD (SDR) to Account Executive has a middle level you’ll need to hit first, this is called Digital Account Executive. It’s achievable yet competitive, resources are readily available.

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Definitely doable but very competitive. Career path tends to be SDR->Digital Account Executive (Inside Sales)->Account Executive. 18 month in role for SDR and DAE on average.

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The chances are really slim, in EMEA maybe 1 out of 10 will get the opportunity. This doesn't have to do with performance. Most SDRs leave Workday to become an AE somewhere else and then come back.

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I made this transition myself, but it is definitely not an easy one. Workday sells a single platform that nearly always requires a rip and replace motion from our customers. Point solutions are typically a good place for SDR's to start gaining some closing experience before moving to a core system of record. Workday has added a few of these roles over the last few years, so I would recommend SDR's aiming for those AE roles first and then graduating to core.

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Anonymous Q&A

How achievable is it to transition from an SDR role to an Account Executive position at Workday?