Account Development Representative

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

Benefits offered by this job

Restricted Stock Units

Commission-based bonus

Job summary

Workiva Inc. is seeking an Account Development Representative to strategically navigate Fortune 500 accounts, build Qualified Pipeline, and drive bookings. You will work closely with Account Executives to generate revenue through social selling, referrals, and targeted outreach.

The role requires deep prospecting, discovery, and the ability to articulate the Workiva platform’s value to senior stakeholders across multiple disciplines. Travel up to 10% and remote work options are available.

Qualifications

• 5+ years of experience in Sales Development or equivalent.
• Experience in SaaS sales and navigating Fortune 1000 accounts.
• Familiarity with Salesforce, Salesloft, ZoomInfo, and LinkedIn Sales Navigator.

Responsibilities

• Research target accounts and map key contacts to build value pyramids.
• Proactively reach out via email, social, campaigns, and events.
• Qualify leads to move opportunities into the pipeline.
• Demonstrate Workiva platform capabilities to decision makers.
• Collaborate with Account Executives and Marketing to drive revenue.

Skills

Sales development

SaaS sales

Prospecting

Networking

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.

• 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
• 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
• 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)

• Minimum of 5 years of related experience in Sales Development
• Experience in SaaS Sales environment
• Salesforce CRM, Salesloft, ZoomInfo, LinkedIn Sales Navigator experience strongly preferred
• 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

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

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.

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. To request assistance with the application process, please email 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.