Led by an action-driven leadership team, employees at Workiva develop and provide cutting-edge solutions and services to the business market. We firmly believe our people are our greatest asset, and our unique culture gives employees the opportunity to not only make a difference, but BE the difference. This incredible culture has earned us a spot on Fortune Magazine's 100 Best Companies to work for list!

The Strategic Account Manager (SAM) will prospect and partner closely with Strategic Regional Sales Directors in the sale of our Wdesk platform, services, and solutions focused on Fortune 1000+ organizations.  The ideal candidate will have strong background in lead generation and sales development in to Fortune 1000 and larger organizations.

Job Summary

The Strategic Account Manager is a hunter at heart, and often Workiva's first contact into a F1000 prospect organization. This person possess the ability to quickly develop a rapport with influencers and decision makers at an executive level, and efficiently spark the curiosity that generates interest in our Wdesk solution. 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. As a rapidly growing SaaS company with high-performance teams and a collaborative culture where employee innovation and ideas are encouraged, this position is vital to Workiva's success. In this office-based position, the Strategic Account Manager partners closely with a team of Regional Sales Directors to drive pipeline for existing customers and net new logos. Strategic Account Managers accomplish this objective through a variety of strategies such as: cold calls, warm calls, email campaigns, social selling, conference calls, web-meetings, onsite meetings and referral mining. This person will also help expand current customers by assisting the Regional Sales Directors with add-on business solutions and revenue growth.

Responsibilities

Prospecting F1000 Accounts (50%):

• Provides baseline research and intelligence within target accounts to identify key contacts and critical account information
• Prospects into target F1000 accounts via high volume cold-calling (60-80 calls/day), networking, email, e-marketing, campaigns, and social outreach
• Qualifies leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
• Learns and demonstrates a fundamental understanding of Wdesk, and clearly articulates its capabilities and advantages to decision makers and influencers across multiple business disciplines
• Presents high level demonstrations of Wdesk platform that conveys business outcomes while considering what is important to different user personas
• Drives attendance to various events (webinars, roadshows, TEC, conferences, etc.), and provide post-event follow up
• Develops and maintains a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge

Revenue Generation (50%):

• Partners closely with Regional Sales Directors to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
• Meets or exceeds quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicators
• Maintains active engagement with existing customers to increase interest in additional uses for the Wdesk platform
• Contributes to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

What You'll Need

Skills

• Excellent verbal, written, and interpersonal communication skills with a professional demeanor
• Self-motivated with strong propensity for action, results and continuous improvement
• The ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
• Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
• Ability to maintain a high level of activity, and effectively manage competing priorities
• Capable of learning, developing, and integrating skills in an online training environment

Experience

• 3+ years of successful experience in a similar role- preferably lead generation/sales development
• CRM and Marketo experience strongly preferred
• Proven track record of creating revenue generating opportunities and quota attainment
• Proven ability to understand and successfully promote technical offerings and solution sets

Education

• Bachelor's degree preferred

Travel Requirement

• Up to 20% travel is required to meet with employees, vendors and/or suppliers

Working Conditions & Physical Requirements

• Depending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this position
• Reliable internet access for any period of time working remotely, not in a Workiva office.

How You'll Be Rewarded

• Base Pay Range in Colorado: $28.00 - $35.00 per hour
• An incentive typically paid quarterly
• Restricted Stock Units granted at time of hire

The base pay range represents the low and high end of the hiring range for this job. Actual pay will vary and may be above or below the range based on various factors including but not limited to relevant skills, experience, and capabilities.