Account Development Representative

The Account Development Representative is a strategically minded salesperson who navigates and networks in Fortune 1000 accounts to generate qualified pipeline and bookings. This role partners closely with Account Executives, Solution Executives, Marketing, and Demand Generation to drive pipeline for existing customers and net new logos.

• Provide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramids.
• Prospect into target Fortune 1000 accounts via strategic networking, email, e‑marketing campaigns, and social outreach.
• Qualify leads/contacts based on defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts.
• Learn and demonstrate a fundamental understanding of the Workiva platform and articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines.
• Understand global personas in Financial Transformation, Accounting, Finance, IT, and Sustainability Reporting offices.
• Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.) and provide post‑event follow‑up, as well as create unique events in territory that result in qualified pipeline.
• Maintain current knowledge of Workiva’s latest product offerings and competitive product/market intelligence.
• Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals.
• Meet or exceed quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicators.
• Maintain active engagement with existing customers and non‑customers to increase interest in additional uses for the Workiva platform by understanding their key initiatives and pain points.
• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications).

• Minimum:
  Associate’s degree and a minimum of 5 years of related experience in Sales Development.
• Preferred:
  Experience in a SaaS Sales environment;
  Salesforce CRM, Salesloft, Zoom Info, and Linked In Sales Navigator experience are strongly preferred.
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor.
• Self‑motivated with strong propensity for action, results, and continuous improvement.
• Ability to work successfully in a high‑energy, fast‑paced, rapidly changing environment.
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines.
• Proven track record of creating revenue‑generating opportunities and quota attainment.
• Proven ability to understand and successfully promote technical offerings and solution sets.
• Capability to learn, develop, and integrate skills in an online training environment.
• Up to 10% travel required.

• Up to 10% travel.
• Reliable internet access for any period of time; work remotely, not in a Workiva office.

• On Target Earnings (OTE) range in the US: $85,000.00 – $ USD annually.
• Eligible for commission based on sales performance.
• Restricted Stock Units granted at time of hire.
• 401(k) match and comprehensive employee benefits package.

Workiva is an equal opportunity employer. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic. Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email