The Account Executive role is an individual-contributor account executive in enterprise software sales, emphasizing new business development within a team-oriented matrix. Account Executives are tasked with securing new business and customer expansion with Executive-level buyers and influencers in both private and publicly traded companies.
Successful candidates will establish connections, identifying Workiva solutions and services that align with customer needs to facilitate customer acquisition within a specific territory. Sales growth is achieved through new customer subscriptions, professional services, delivery, and training.
What You’ll Do
Actively seek sales opportunities in collaboration with Inside Sales, Solution Sellers, and Partnerships to generate qualified opportunities
Present to Customers: Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions
Work with partners : Engage and work with Workiva partner base for sourcing and influence of license opportunities within prospective clients and customers
Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
Close Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva
Report Customer Contacts: Regularly update customer relationship management tools
Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment
Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale
Optimize Internal Resources: Gather internal support for pursuing an account
Prioritize selling activities and follow through in a timely fashion
Maintain a strong knowledge of Workiva solutions through ongoing training
What You'll Need
Minimum Qualifications
4 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
Bachelor's degree or equivalent relevant career experience
Preferred Qualifications
Understanding of the Software as a Service (SaaS) business model
Experience selling to the office of the CFO,CRO and Sustainability leadership
Ability to demonstrate complex software applications
Strong business acumen 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
Travel Requirements and Working Conditions
Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests
Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements
Workiva is an Equal Employment Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Workiva and has not been reviewed or approved by Workiva.
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Equity Value & Accessibility — Equity is positioned as a standard part of total rewards, with company equity granted from day one and stock purchase opportunities available. The overall package is often framed as well-rounded by combining salary, bonus, and equity.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical, dental, and vision options across large networks along with life and disability insurance. Mental health support and specialty coverage, including transgender healthcare benefits, further strengthen the health offering.
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Leave & Time Off Breadth — Time-off provisions emphasize flexibility, including flexible PTO for vacation or sick time, paid holidays, and company-wide wellbeing days. Volunteer time off and an annual Day of Service add additional paid time-away options.
Workiva Insights
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What We Do
Workiva simplifies complex work for thousands of organizations around the world, including 85% of the Fortune 500®. Our cloud technology, the Workiva platform, is a fit-for-purpose, connected reporting and compliance platform that enables our customers to streamline processes, connect data and teams, and ensure consistency—all within a controlled, secure, audit-ready platform. Workiva customers connect critical business data directly from source systems to our cloud platform, seamlessly enabling collaboration and deep integration into existing workstreams. The Workiva platform provides unparalleled trust, transparency, and assurance for all stakeholders. That’s why thousands of enterprises across 170 countries use the Workiva platform.
Why Work With Us
Our mission at Workiva—powering transparent reporting for a better world—is driven by company values and principles. They inspire and guide what we do—from how we build our software to how we treat our employees. Here you have the freedom and resources you need—backed by a culture of collaboration and diverse thought—to keep breaking new ground.
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