Account Development Representative, Workiva

• Typically requires an Associate’s degree
• Minimum of 3 years of related experience in Sales Development

Desirable

• 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
• This role partners closely with a team of Account Executives to drive pipeline for existing customers and net new logos
• 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 Executives, Solution Executives, Marketing, and Demand Generation teams
• The Account Development Representative is creative and innovative with messaging and Go-To-Market (GTM) strategy in global accounts
• 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 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 Wdesk, 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 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 & non-customers to increase interest in additional uses for the Wdesk 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)