Senior Account Executive, Workiva

• 6+ years sales experience in a related role selling enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the public sector market
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Experience with MEDDPICC, Command of the Message, or similar sales methodologies
• Reliable internet access for any period of time working remotely, not in a Workiva office

Desirable

• The Senior Account Executive - Federal an individual-contributor account executive role as an enterprise software seller, heavily focused on new business selling in a team sales matrix environment
• Senior Account Executives are responsible for obtaining new business and customer expansion from executive-level buyers and influencers
• Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a specific territory
• Sales growth is attained through new customers, new solutions, professional services, delivery and training
• Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
• Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions
• Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution
• Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
• Reports Customer Contacts: Updates customer relationship management tools regularly and timely
• Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
• Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
• Optimizes Internal Resources: Gathers internal support to pursue an account
• Prioritizes selling activities and follows through in a timely fashion
• Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training