Account Development Representative

Workiva Inc.; Austin (TX); Remote; USD 85,000 - 130,000; Full time

Benefits offered by this job

OTE 85k–130k USD annually

Commission based on sales performance

Restricted Stock Units (RSUs)

401(k) match and benefits package

Salary range transparency

Job summary

Workiva Inc. in Austin, TX leads strategic sales engagement with Fortune 500 financial services accounts to develop qualified pipeline and bookings.

You’ll partner with Account Executives to drive revenue using social selling, mapping, and value pyramids while coordinating with Marketing and Demand Gen.

This role rewards proactive, metrics-driven sellers who can articulate Workiva’s platform and navigate complex enterprise conversations.

Qualifications

• Associate degree required.
• Minimum 5 years in Sales Development.
• SaaS sales experience preferred.
• Proficiency with Salesforce CRM, Salesloft, ZoomInfo, and LinkedIn Sales Navigator.
• Excellent verbal, written, and interpersonal communication.
• Self-motivated with a results-driven mindset.
• Able to thrive in a fast-paced, high-energy environment.
• Strong organizational and multitasking abilities.
• Proven track record of generating revenue and meeting quotas.
• Ability to learn and articulate technical offerings.

Responsibilities

• Research target accounts to identify key contacts and critical information.
• Prospect Fortune 1000 accounts via networking, email, campaigns, and social outreach.
• Qualify leads and transition them into the pipeline through outbound hunting.
• Articulate Workiva platform capabilities to decision makers across disciplines.
• Drive attendance to events and follow up with post-event activities.
• Collaborate with Account Executives to develop engagement strategies.
• Maintain understanding of Workiva’s products and competitive knowledge.
• Contribute to forecasting, reporting, and CRM maintenance.

Skills

Sales development

SaaS sales

Communication

Self-motivation

Organization

Multitasking

Quota attainment

Education

Associate’s degree

Tools

Salesforce CRM

Salesloft

ZoomInfo

LinkedIn Sales Navigator

Job description

The Account Development Representative is a strategic minded salesperson who possesses the ability to navigate and network in Fortune 500 financial services accounts that result in Qualified Pipeline and Bookings. This individual consistently utilizes their ability to engage, listen, challenge, and ask the right questions in a manner that creates a superior prospect/customer experience, and sets the stage for future Workiva product sales. This role partners closely with a team of Account Executives to drive pipeline for existing customers and net new logos. Account Development Representatives accomplish this objective through a variety of strategies such as: social selling tactics, referral mining, people mapping, building and utilizing value pyramids, while collaborating constantly with Account Executives, Solution Executives, Marketing, and Demand Generation teams. The Account Development Representative is creative and innovative with messaging and Go-To-Market (GTM) strategy in global accounts.

What You’ll Do

• Provide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramids
• Prospect into target Fortune 1000 accounts via strategically networking, email, e-marketing, campaigns, and social outreach
• Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts
• Learn and demonstrate a fundamental understanding of the Workiva platform, and clearly articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines, understanding negative consequences and positive business outcomes of strategic accounts.
• Understand global personas in the offices of: Financial Transformation, Accounting, Finance, IT, and Sustainability Reporting
• Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow up, as well as creating unique events in territory that results in Qualified Pipeline
• Develop and maintains a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge
• Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
• Meet or exceed quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicators
• Maintain active engagement with existing customers & non-customers to increase interest in additional uses for the Wdesk platform by understanding their key initiatives and pain points
• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

What You’ll Need

Minimum Qualifications

• Requires an Associate’s degree
• Minimum of 5 years of related experience in Sales Development

Preferred Qualifications

• Experience in SaaS Sales environment
• Salesforce CRM, Salesloft, ZoomInfo, LinkedIn Sales Navigator experience strongly preferred
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor
• Self-motivated with strong propensity for action, results and continuous improvement
• The ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
• Ability to maintain a high level of activity, and effectively manage competing priorities
• Proven track record of creating revenue generating opportunities and quota attainment
• Proven ability to understand and successfully promote technical offerings and solution sets
• Capable of learning, developing, and integrating skills in an online training environment

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: 85,000.00 - 130,000.00 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.

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.

Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities.

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

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.