Commercial Strategy Manager, Workiva
$101-172k
Plus Restricted Stock Units granted at time of hire
Less than 10% travel
Software for sustainability, GRC & financial reporting
Job no longer available
Software for sustainability, GRC & financial reporting
1001+ employees
Job no longer available
$101-172k
Plus Restricted Stock Units granted at time of hire
Less than 10% travel
1001+ employees
Company mission
To power transparent reporting for a better world.
Role
Who you are
- 6+ years in customer-facing deal strategy, pricing strategy, and/or value-oriented negotiation roles
- 6+ years in reviewing redlines, drafting nonstandard commercial terms, and redlining customer paper as related to Master Agreements and Sales Orders
- 6+ years experience in architecting deals within a value-based sales process and build a commercial model to support the business case
- Working knowledge of ASC 606 Revenue Recognition rules strongly preferred
- Strong analytical and presentation skills and the ability to articulate concepts to cross-functional stakeholders at all levels
- Experience supporting remote and local Enterprise SaaS sales teams
- Experience with direct B2B sales models
- Experience working with remote cross-functional teams such as Legal, Finance, Product
- Salesforce CRM experience required; Salesforce CPQ experience preferred
- CLM experience preferred
- Undergraduate Degree or equivalent combination of education and experience in a related field
- Confidently influence deal structure and business strategy in customer-facing negotiations
- Strong listening, written, and verbal communication skills with ability to synthesize and effectively communicate information across teams
- Ability to remain courteous and professional even during high-stress end-of-quarter deal negotiations
- Work autonomously, set priorities, meet deadlines, and manage multiple projects in a fast-paced, changing environment while exercising sound business judgement and with minimal supervision
- Can quickly identify gaps, problem solve, and then find creative and sustainable solutions
- Strong organizational and time management skills
- Dedicated to excellent customer service while managing multiple priorities with short turnaround times
- Ability to be open and honest in communications with all stakeholders – customers and internal stakeholders including but not limited to Sales, Deal Desk, Legal, Accounting, and senior management
What the job involves
- Deal Strategy and Negotiation:
- Acts as a trusted advisor and thought leader for Sales, Deal Desk, and the customer in the development of complex nonstandard deal strategy with a focus on the commercial aspects of the deal and associated contractual business terms
- Partners with the customer, Sales, and Value Management team to help set objectives, analyze priorities, and ensure customer executive alignment on the strategy for the opportunity
- Leads deal negotiations by thoughtfully balancing the “art of the possible” with the desired business objectives to create a competitive, value-based commercial deal structure that maximizes the value of the opportunity
- Guides Sales and the customer to utilize standard deal structures when possible, but also able to navigate revenue recognition and legal concerns when crafting nonstandard deals; works with Deal Desk to loop in Accounting and Legal when needed
- Advises Sales and Deal Desk on the competitive situation and creates an actionable strategy to meet the outcomes desired by our customers and our business
- Internal and External Alignment and Expectation Management:
- Partners with Deal Desk to obtain buy-in including briefing senior management and managing internal and customer stakeholder expectations
- Inspires and influences internal stakeholders and approvers to remove obstacles in order to achieve desired business outcomes with short turnaround times
- Facilitates alignment through effective communication within internal and external stakeholders and promptly resolves any confluent to encourage productive and positive interactions
- Redlines, Commercial Term Drafting, and Contract Management:
- Collaborates on key strategic deals with Deal Desk to lead business-critical contract negotiations, redline activities, and objection handling for nonstandard deals with heavy redlines and/or customer paper
- Advises Deal Desk on nonstandard commercial terms, redlines, and contract language
- Liaises between Sales and Legal by providing guidance on commonly requested edits, non-standard terms, policies, and frequently asked questions
- Process Improvement:
- Takes part in building the commercial terms library with a focus on standardizing terms, levers, and approval requirements
- Collaborates with teammates and various internal cross-functional stakeholders to develop an internal and external objection handling playbook and talk track for common requests
- Forecast Management:
- Partners with sales leadership and Deal Desk to prioritize key deals and ensure deal closure
Our take
For large-scale businesses, collecting and sharing data can be a complex and challenging process. Workiva solves this problem with its AI-powered data platform.
Workiva is one of the biggest players in the market, serving around 75% of Fortune 500 companies, including Google and Delta. Workiva's controlled, secure and audit-ready platform has maintained a clear edge over much of its competition.
Workiva's quality product and its commitment to transparency has made it a firm favourite with companies around the world. If it can maintain this, it stands to consolidate its impressive growth even further in the coming years.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Oct 2014
$0.7m
EARLY VC
Dec 2012
$30.7m
SERIES C
Total funding: $46.9m
Company HQ
Ames, IA
Leadership
Julie Iskow
(CEO)Julie joined Workiva in 2019 sa COO/President and became CEO in 2023. Previously, she served as the CTO at Medidate Solutions and as the CIO at WageWorks.
David Haila
(CTO)David has been at Workiva since 2009, joining the team as a Senior Software Engineer. Since then, he has held a number of roles and became CTO in 2023.
Jill Klindt
(CFO & EVP)Jill has been at Workiva since 2008, joining as a Controller before holding a number of roles and becoming CFO & EVP in 2023. Previously, she held Financial roles at Financial Intelligence, Wells Fargo Financial, CitiMortgage, and Principal Financial Group.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 33 more jobs at Workiva