The Senior Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. 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 NeedMinimum 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 Financial Services 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
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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