Workiva, Inc

Senior Solution Sales Executive - Sustainability Reporting (Strategic Accounts)

Workiva, Inc • $90K — $130K *
US-AnywhereRemote in Canada
Business Services
5 - 7 years of experience
2 months ago
Job Overview by Ladders

Qualifications

  • 6+ years of relevant experience in sustainability consulting or sales
  • Undergraduate Degree or equivalent experience
  • Understanding of the Software as a Service (SaaS) model
  • Experience in Carbon Accounting
  • Ability to demonstrate complex software applications
  • Strong business acumen and understanding of complex challenges
  • Executive presence for communication with senior-level stakeholders

Responsibilities

  • Prospect and generate qualified sales opportunities with collaboration from Sales teams
  • Deliver compelling demonstrations of Workiva products during needs analysis
  • Address customer objections and propose viable solutions
  • Lead the sales process to a successful close by showcasing value
  • Update customer relationship management tools with timely information
  • Execute a strategic sales plan with focused actions
  • Rally internal support and prioritize selling activities for success

Benefits

  • Opportunity to engage with executive-level buyers in a growing market
  • Chance to work collaboratively across sales teams and departments
  • Access to ongoing training for professional growth
  • Opportunity to develop and execute impactful sales strategies
  • Flexibility with up to 30% travel for customer engagement
Full Job Description
The Senior Sustainability Solution Sales Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in the Canadian market. Solution sellers are focused on a specific portfolio of Workiva solutions and collaborate with other Workiva sales teams to deliver multi-solution sales.

Successful candidates will build both business level and executive level 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.

What You'll Do
  • Actively prospect 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 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
  • Share knowledge, successes, lessons learned and best practices with peers across teams


What You'll Need
Minimum Qualifications
  • 6+ years of relevant experience in sustainability consulting or sustainability solution sales
  • Undergraduate Degree or equivalent combination of knowledge and related career experience


Preferred Qualifications
  • Understanding of the Software as a Service (SaaS) business model
  • Carbon Accounting Experience
  • Ability to demonstrate complex software applications
  • Demonstrated experience navigating and delivering sales success across large, enterprise organizations
  • Strong business acumen and an ability to understand complex business challenges
  • Executive presence and an 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
  • Demonstrated experience navigating and delivering sales success across large, enterprise organizations
  • Ability to negotiate pricing with a focus on retaining value
  • Capability for achieving (and exceeding) sales quota targets


Travel Requirement & 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


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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