Account Executive - Corporate Commercial Team

Workiva, Inc.; United States; Remote; USD 172,000 - 276,000; Full time

Job summary

A leading technology company is seeking an experienced Account Executive to join their Corporate Commercial Team. This role involves obtaining new business by engaging with executive-level buyers and influencing current customer accounts. Successful candidates will demonstrate sales expertise, particularly in the SaaS business model, alongside strong negotiation and communication skills. The position offers a competitive On Target Earnings range of $172,000 to $276,000 annually, with the flexibility of remote work.

Benefits

401(k) match

Comprehensive benefits package

Restricted Stock Units

Qualifications

• 4+ years experience in enterprise technology or complex solution sales.
• Ability to manage multiple complex sales cycles simultaneously.

Responsibilities

• Seek out sales opportunities with peer Sales teams.
• Deliver compelling demonstrations of the Workiva platform.
• Lead the sales process and address customer objections.

Skills

Sales experience

Business acumen

Negotiation skills

Understanding of SaaS

Education

Undergraduate Degree or equivalent

Job description

The Account Executive on our Corporate Commercial Team is responsible for obtaining new business in the form of customer expansion sales opportunities from executive-level buyers and influencers at current customer accounts. Account Executives are focused on selling Workiva's core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales.

Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer expansion within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

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 execute a sales strategy with purposeful action to secure the sale
• 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

What You'll Need

Minimum Qualifications

• 4+ years experience in a related role - enterprise technology or similar complex solution sales
• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Capability for achieving (and exceeding) sales quota targets
• 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
• Ability to negotiate pricing with a focus on retaining value

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

How You'll Be Rewarded

On Target Earnings (OTE) range in the US: 172,000.00 - 276,000.00 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.

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].

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.