Summary

The Federal Account Development Representative (ADR) is a strategically minded salesperson who possesses the ability to navigate, network, and penetrate Federal Government agencies (including Civilian, DoD, and National Security/Intelligence sectors) to generate 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 experience for government prospects and sets the stage for future Workiva product sales. This role partners closely with a team of Federal Account Executives to drive pipeline for both net-new agencies and existing government expansion.

Federal ADRs accomplish this objective through a variety of strategies tailored to the public sector, such as strategic account mapping, leveraging partner ecosystems, and federal referral mining, while constantly collaborating with Account Executives, Solution Executives, Marketing, and Demand Generation teams. The Federal ADR is creative and innovative with messaging and Go-To-Market (GTM) strategy within complex government frameworks.

What You'll Do

• Provide extensive research and intelligence within target Federal agencies and sub-agencies to identify key decision-makers and critical program information through people mapping exercises.
• Prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas.
• 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 the Workiva platform and clearly articulate its capabilities, security postures (FedRAMP), and advantages to government decision-makers and influencers
• Understand federal personas across multiple business disciplines, including the offices of: Financial Transformation, Chief Financial Officer (CFO), Chief Information Officer (CIO/IT), Sustainability/ESG Reporting, and Program Management
• Drive attendance and attend various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and provide post-event follow-up
• Develop and maintain a current understanding of Workiva's latest product offerings, competitive market knowledge, and federal compliance standards
• Meet or exceed quarterly goals for number of opportunity targets, revenue, and weekly/monthly performance activity indicators
• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

What You'll Need

Minimum Qualifications

• Associate's degree in a related field
• Minimum of 5 years of related experience in Sales Development, with a focus on the Public Sector/Federal market.

Preferred Qualifications

• Proven experience in a SaaS Sales environment, specifically selling FedRAMP-authorized solutions into Federal Civilian and/or DoD agencies.
• Familiarity with Federal procurement processes, timelines, and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS).
• Salesforce CRM, Gong, ZoomInfo, GovWin (or similar gov-intelligence tools), and LinkedIn Sales Navigator experience are strongly preferred.
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor suitable for interacting with government officials and GS-level leaders.
• Self-motivated with a strong propensity for action, results, and navigating the complexities of government bureaucracies.
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet strict federal deadlines.
• Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment.

Travel Requirements and Working Conditions

• 25% Travel for internal meetings
• Reliable internet access for any period of time, working remotely and not in a Workiva office

How You'll Be Rewarded
• On Target Earnings (OTE) range in the US: 85,000.00 - 127,000.00 USD Annual
• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

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