The Territory Development Representative (TDR) for the State, Local and Education (SLED) vertical is a strategically minded salesperson who possesses the ability to navigate, network, and penetrate SLED accounts to generate Qualified Pipeline and Bookings. The TDR will be a hunter at heart, and often Workiva's first contact with a prospect organization. Are you an expert at outbound prospecting and cold calls? The TDR possesses the ability to quickly develop a rapport with decision makers at an executive level and efficiently sparks the curiosity that generates interest in our Workiva Platform. In this position, the TDR partners closely with a team of Account Executives to drive pipeline for expansions in existing customer accounts.
What You'll Do- Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
- Provide baseline research and intelligence within target accounts to identify key contacts and critical account information
- Prospect into target accounts via high-volume cold-calling (60-80 calls/day), outbound prospecting, networking, email, e-marketing, campaigns, and social outreach
- Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
- Learn and demonstrate a fundamental understanding of Workiva's Platform, and clearly articulate its capabilities and advantages to decision makers
- Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)
- Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow-up
- Develop and maintain a current understanding of Workiva's latest product offerings, and competitive product/ market knowledge
What You'll NeedMinimum Qualifications
- Requires an Associate's degree and a minimum of 3 years of related experience
Preferred Qualifications
- Prior experience selling into or prospecting within the SLED (State, Local, and Education) market is highly preferred.
- Successful experience in a similar role- preferably lead generation/sales development preferred.
- Salesforce CRM experience strongly preferred
- Proven track record of creating revenue-generating opportunities and quota attainment
- Proven ability to understand and successfully promote technical offerings and solution sets
- Excellent verbal, written, and interpersonal communication skills with a professional demeanor
- Self-motivated with strong propensity for action, results, and continuous improvement
- Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
Travel Requirements & Working Conditions- Up to 10% travel
- Reliable internet access for any period of time working remotely, not in a Workiva office
How You'll Be Rewarded• On Target Earnings (OTE) range in the US: 76,000.00 - 114,000.00 USD Annual
• 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.
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