Account Executive - Corporate Commercial Accounts - Customer Acquisitions Team

Overview

The Account Executive - Acquisitions Team is responsible for obtaining new business sales opportunities from executive-level buyers and influencers at new logo customers. Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales. Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory.

Sales growth is attained through new customer subscriptions, professional services, delivery and training.

• Actively seek out sales opportunities in collaboration with peer sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline.
• Utilize information gathered during the needs analysis phase and partner with the Solutions Consulting team to deliver a compelling demonstration of the Workiva platform.
• Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges.
• Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition.
• Regularly and promptly update customer relationship management tools to report customer contacts.
• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales.
• Develop and execute a sales strategy with purposeful action to secure the sale.
• Rally internal support to pursue an account and optimize internal resources.
• Prioritize selling activities and ensure timely follow-through.
• Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset.

Up to 30% travel for regular customer meetings and events. Reliable internet access required for any period of time working remotely and not in a Workiva office.

• 4+ years experience in a related role - enterprise technology or similar complex solution sales.
• Undergraduate Degree or equivalent combination of knowledge and related career experience.

• Capability for and track record of achieving (and exceeding) sales quota targets.
• Strong experience and interest in a business development/new logo hunting.
• Demonstrated experience navigating and delivering sales success with new logo customers.
• Understanding of the Software as a Service (SaaS) business model.
• Ability to demonstrate complex software applications.
• Strong business acumen and an ability to understand complex business challenges.
• Executive presence and an 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.

• On Target Earnings (OTE) range in the US: $ - $ 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.

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.