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.
What You'll Do- 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
What You'll NeedMinimum Qualifications
- 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
Preferred Qualifications
- 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
Travel Requirement & Working Conditions- Up to 50% Travel
- Reliable internet access for any period of time working remotely, not in a Workiva office
How You'll Be Rewarded• Salary range in the US: $86,000.00 - $138,000.00
• 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.
Travel Requirement & Working Conditions
- Up to 50% Travel
- Reliable internet access for any period of time working remotely, not in a Workiva office
How You'll Be Rewarded
• Salary range in the US: $86,000.00 - $138,000.00
• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package
