Enterprise Client Director Italy

Workiva; Italia; On-site; EUR 120,000 - 170,000; Full time

Job summary

Workiva in Italy seeks an Enterprise Client Director responsible for acquiring new business and expanding subscriptions across top accounts while selling Workiva’s core platform. You will collaborate with Solution Sales teams to deliver multi-solution sales to executive buyers.

The role requires 10+ years in enterprise technology sales, strong strategic account planning, and fluency in Italian and English. Travel up to 30% and a focus on large, complex enterprises are expected.

Qualifications

• 10+ years enterprise technology or complex solution sales across major customer accounts.
• Undergraduate Degree or equivalent combination of knowledge and related career experience.
• Fluent in Italian & English.

Responsibilities

• Actively seek out sales opportunities with peer Sales teams and Inside Sales to generate qualified pipeline.
• Deliver compelling demonstrations of the Workiva platform based on needs analysis.
• Address objections and present solutions to client challenges to move opportunities forward.
• Lead the sales process toward close by showcasing Workiva's value proposition.
• Regularly update CRM with customer contacts and forecast pipeline.
• Develop and deliver strategic account planning to secure sales success.
• Coordinate with internal resources to pursue an account and optimize support.

Skills

Enterprise sales

Relationship building

Strategic account planning

Negotiation

Executive presence

Mentoring peers

Italian language

English language

Education

Undergraduate degree

Job description

The Enterprise Client Director is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Enterprise Client Directors are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts.

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.

In this pivotal role, you will be responsible for driving sales and building strong relationships with a select group of our largest customer accounts. You will engage with both existing and new clients - leveraging Workiva’s platform to meet their complex business needs. The ideal candidate will have a proven track record in enterprise platform sales, exceptional strategic thinking abilities, and a deep understanding of the top tier organizations in the region.

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 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 deliver strategic account planning with purposeful action to secure sales success
• 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 - including serving as a mentor to peers

Minimum Qualifications

• 10+ years experience in a related role - enterprise technology or similar complex solution sales across major customer accounts
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Fluent in Italian & English

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model
• 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
• Excellent account planning capabilities
• Ability to negotiate pricing with a focus on retaining value
• Consistent demonstration and 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

Why Join Workiva

Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world. At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.

Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [e-mail].

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.