Enterprise Client Director - Major Accounts

The Enterprise Client Director is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Enterprise Client Directors are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts.

Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition and expansions within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
• Present to Customers:
  Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform (in partnership with Solution Consulting Team) creating a customer belief in the necessity of Workiva solutions
• Handle Objections:
  Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
• Close Sales:
  Guide the sales process to closure by demonstrating the value propositions of Workiva
• Report Customer Contacts:
  Regularly update customer relationship management tools
• Forecast Sales:
  Provide consistent and accurate forward-looking information through pipeline assessment
• Plan Sales Strategy:
  Strategically plan and execute sales strategy with purposeful action to complete the sale
• Optimize Internal Resources:
  Gather internal support for pursuing an account
• Prioritize selling activities and follow through in a timely fashion
• Maintain a strong knowledge of Workiva solutions through ongoing training

• 10 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
• Bachelor's degree or equivalent relevant career experience

• Shown consistency of performance as a top performer
• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Strong business acumen and ability to understand complex business issues
• Executive presence; ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.
• Ability to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value
• Capability for achieving (and exceeding) sales quota targets

• Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing comp

• On Target Earnings (OTE) range in the US:  -  USD Annual
• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package
• The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.

At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and…