Account Development Representative, Workiva

• The Account Development Representative is a strategic minded salesperson who possesses the ability to navigate and network in Fortune 1000 multi-national accounts that result in qualified pipeline and bookings
• This individual consistently utilizes their ability to engage, listen, challenge, and ask the right questions in a manner that creates a superior prospect/customer experience, and sets the stage for future Workiva product sales
• The Account Development Representative is creative and innovative with messaging and Go-To-Market (GTM) strategy in global accounts
• Requires an Associate’s degree
• Minimum of 5 years of related experience in Sales Development
• Reliable internet access for any period of time working remotely, not in a Workiva office

Desirable

• This role partners closely with a team of Regional Sales Directors 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
• Account Development Representatives accomplish this objective through a variety of strategies such as: social selling tactics, referral mining, people mapping, building and utilizing value pyramids, while collaborating constantly with Account Owners, Solution Specialist, Marketing, and Demand Generation teams
• Prospect into target Fortune 1000 accounts via strategically networking, email, e-marketing, campaigns, and social outreach
• Qualify leads/contacts based upon specifically 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 clearly articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines, understanding negative consequences and positive business outcomes of strategic accounts
• Understand global personas in the offices of: Financial Transformation, Accounting, Finance, IT, and Environmental, Social, Governance (ESG)
• Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow up, as well as creating unique events in territory that results in Qualified Pipeline
• Develop and maintains a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge
• Partner closely with Regional Sales Directors 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 & 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)