Account Development Representative

Workiva Inc.; Iowa (LA); Hybrid; USD 85,000 - 127,000; Full time

Benefits offered by this job

401(k) match

Restricted Stock Units

Comprehensive employee benefits

Job summary

Workiva Inc. is seeking an Account Development Representative to strategically target Fortune 1000 accounts and build qualified pipeline. You will collaborate with Account Executives, Solution Executives, Marketing, and Demand Generation to drive revenue from both existing customers and new logos.

The role requires a minimum of five years in Sales Development, SaaS exposure, and strong communication. Travel up to 10% is possible, with remote work flexibility and comprehensive benefits included.

Qualifications

• Associate’s degree and a minimum of 5 years in Sales Development.
• Experience in a SaaS sales environment preferred.
• Excellent verbal, written, and interpersonal communication; strong multitasking capabilities.

Responsibilities

• Provide extensive research within target accounts to map key contacts and information.
• Prospect Fortune 1000 accounts via networking, email campaigns, and social outreach.
• Qualify leads based on criteria to move opportunities into the pipeline.
• Demonstrate understanding of Workiva platform and articulate its capabilities to decision makers.
• Drive attendance and participation at events and follow up afterward to generate pipeline.
• Maintain CRM data accuracy and contribute to forecasting and reporting.

Skills

Sales experience

Communication

Organization

Time management

Self-motivated

Education

Associate degree

Tools

Salesforce CRM

Salesloft

ZoomInfo

LinkedIn Sales Navigator

Job description

The Account Development Representative is a strategically minded salesperson who navigates and networks in Fortune 1000 accounts to generate qualified pipeline and bookings. This role partners closely with Account Executives, Solution Executives, Marketing, and Demand Generation to drive pipeline for existing customers and net new logos.

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 strategic networking, email, e‑marketing campaigns, and social outreach.
• Qualify leads/contacts based on 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 articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines.
• Understand global personas in Financial Transformation, Accounting, Finance, IT, and Sustainability Reporting offices.
• Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.) and provide post‑event follow‑up, as well as create unique events in territory that result in qualified pipeline.
• Maintain current knowledge of Workiva’s latest product offerings and competitive product/market intelligence.
• 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 and non‑customers to increase interest in additional uses for the Workiva 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: Associate’s degree and a minimum of 5 years of related experience in Sales Development.
• Preferred: Experience in a SaaS Sales environment; Salesforce CRM, Salesloft, ZoomInfo, and LinkedIn Sales Navigator experience are strongly preferred.
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor.
• Self‑motivated with strong propensity for action, results, and continuous improvement.
• Ability to work successfully in a high‑energy, fast‑paced, rapidly changing environment.
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines.
• Proven track record of creating revenue‑generating opportunities and quota attainment.
• Proven ability to understand and successfully promote technical offerings and solution sets.
• Capability to learn, develop, and integrate skills in an online training environment.
• Up to 10% travel required.

Travel Requirements & Working Conditions

• Up to 10% travel.
• Reliable internet access for any period of time; work remotely, not in a Workiva office.

How You'll Be Rewarded

• On Target Earnings (OTE) range in the US: $85,000.00 – $127,000.00 USD annually.
• Eligible for commission based on sales performance.
• Restricted Stock Units granted at time of hire.
• 401(k) match and comprehensive employee benefits package.

Workiva is an equal opportunity employer. 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 [e-mail].