The Account Executive is responsible for obtaining new logo and customer expansion sales opportunities from executive-level buyers and influencers in both private and publicly traded companies. Account Executives are focused on selling Workiva's core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales.
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 out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
- Utilize information gathered during the needs analysis phase to partner with Solution Consulting Team to deliver a compelling demonstration of the Workiva platform
- Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges
- Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition
- Regularly and promptly update customer relationship management tools to report customer contacts
- Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
- Develop and execute a sales strategy with purposeful action to secure the sale
- Rally internal support to pursue an account and optimize internal resources
- Prioritize selling activities and ensure timely follow-through
- Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
What You'll NeedMinimum 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
- Undergraduate degree or equivalent combination of education and experience in a related field
Preferred Qualifications
- Understanding of the Software as a Service (SaaS) business model
- 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 - Up to 30% travel for regular customer meetings and events
- Reliable internet access required for any period of time working remotely and not in a Workiva office
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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