Workiva, Inc

Senior Account Executive - Government

Workiva, Inc • $110K — $130K *
US-AnywhereRemote in Ontario, CA
Education, Government & Non-Profit
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 6+ years of sales experience in enterprise technology or SaaS
  • Undergraduate degree or equivalent education/experience
  • Experience selling to senior executives in government
  • Ability to demonstrate complex software applications
  • Strong business acumen with understanding of business issues
  • Executive presence for communication with senior leaders
  • Ability to manage multiple complex sales cycles

Responsibilities

  • Actively seek and generate qualified sales opportunities
  • Deliver compelling demonstrations of the Workiva platform
  • Address objections and provide solutions to customer challenges
  • Guide the sales process to effectively showcase Workiva's value
  • Update customer relationship management tools regularly
  • Conduct pipeline analysis to forecast sales accurately
  • Develop and execute a strategic sales plan

Benefits

  • Flexible working arrangements with remote options
  • Opportunities for ongoing training and professional development
  • Collaborative team environment for internal support
  • Engagement with executive-level customers and influencers
  • Exposure to the SaaS business model and innovations
Full Job Description
The Senior Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers at government customers. Senior 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 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 seek sales opportunities in collaboration with Inside Sales, Solution Sales, and Partnerships to generate qualified opportunities
  • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform,
  • Skillfully address objections, removing obstacles and finding solutions to various customer 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
  • Share knowledge, successes, lessons learned and best practices with peers across teams


What You'll Need

Minimum Qualifications
  • 6+ 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
  • Experience selling to senior executives at Government customers
  • Understanding of the Software as a Service (SaaS) business model
  • Ability to demonstrate complex software applications
  • Demonstrated experience navigating and delivering sales success across mid market and large, enterprise organizations
  • 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 team and customer meetings and events
  • Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements


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About Workiva, Inc

Workiva Inc. is a global software company headquartered in Ames, Iowa. The company provides cloud-based solutions for connected reporting and compliance, enabling collaboration and data integration for enterprises. Workiva's platform offers a suite of tools for data management, reporting, and compliance, including SOX, SEC, and XBRL reporting. The company's customers include more than 75% of the Fortune 500 and over 2,800 enterprises worldwide. Workiva was founded in 2008 and went public in 2014.
Learn more about Workiva, Inc
Size
2,106 employees
Market Cap
$4.3 billion
Industry
Consumer Technology
Net Income
-$48.4 million
Founded
2008
5 Year Trend
+19.9%
Revenue
$351.5 million
NASDAQ
WK
* Ladders Estimates

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