Account Executive - State, Local & Education; SLED

Account Executive – SLED

The Account Executive – SLED is responsible for obtaining new business and customer expansion sales opportunities from executive‑level buyers and influencers within our State, Local, Higher Education, and Non‑Profit customers.

• Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists, and Partnerships to generate qualified prospects.
• Present to customers by using facts from the needs analysis to demonstrate the Workiva platform and create a belief that they must have Workiva solutions.
• Handle objections by skillfully probing for barriers, removing obstacles, and presenting the best possible solution.
• Close sales by naturally leading the process to a close and demonstrating Workiva’s value proposition.
• Report customer contacts by updating customer relationship management tools regularly.
• Forecast sales by providing consistent and accurate forward‑looking information through pipeline analysis.
• Plan and execute sales strategy with purposeful action to complete the sale.
• Optimize internal resources by gathering support to pursue an account and prioritizing selling activities.
• Maintain strong knowledge of Workiva solutions through ongoing training.

• 4+ years of sales experience in a related role selling to executive‑level buyers in the State, Local, or Higher Education sectors.
• Undergraduate degree or an equivalent combination of knowledge and career experience.
• Experience with MEDDPICC, Command of the Message, or similar sales methodologies.

• Understanding of the Software as a Service (SaaS) business model.
• Experience selling to the office of the CFO and/or CIO.
• Ability to demonstrate complex software applications.
• Strong business acumen and ability to understand complex business issues.
• Executive presence and communication at the most senior level.
• Ability to identify and understand the power of influencers versus buyers and navigate their nuances during the sales cycle.
• Ability to manage multiple complex sales cycles simultaneously.
• Ability to negotiate pricing while retaining value.
• Capability for achieving and exceeding sales quota targets.

Up to 50% travel. Reliable internet access required for remote work; no workday in a Workiva office.

• Salary range in the US: $86,000–$138,000.
• Eligible for commission based on sales performance.
• Restricted Stock Units granted at time of hire.
• 401(k) match and comprehensive employee benefits package.

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 providing reasonable accommodations to applicants with disabilities.