Account Executive, Workiva
State, Local & Education
$86-138k
+ Commission + RSUs
Up to 50% Travel
Software for sustainability, GRC & financial reporting
Be an early applicant
Software for sustainability, GRC & financial reporting
1001+ employees
Be an early applicant
$86-138k
+ Commission + RSUs
Up to 50% Travel
1001+ employees
Company mission
To power transparent reporting for a better world.
Role
Who you are
- 4+ years sales experience in a related role selling to Executive-level buyers in the State, Local, or Higher Education sectors
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Experience with MEDDPICC, Command of the Message, or similar sales methodologies
Desirable
- Understanding of the Software as a Service (SaaS) business model
- Experience selling to office of the CFO and/or CIO
- Ability to demonstrate complex software applications
- Strong business acumen and and ability to understand complex business issues
- Executive presence; 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
- Capability for achieving (and exceeding) sales quota targets
What the job involves
- The Account Executive - SLED is responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers with our State, Local, Higher Education, & Non-Profit customers. Account Executives are focused on selling Workiva’s core platform and collaborate with 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 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
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.
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