Enterprise Client Director - Major Accounts

Workiva; California (MO); On-site; USD 308,000 - 500,000; Full time

Benefits offered by this job

Restricted Stock Units

401(k) match

Job summary

The Enterprise Client Director at Workiva is responsible for securing new business and expanding existing accounts by engaging executive-level buyers in large private or public companies. You’ll lead multi-solution, enterprise SaaS deals and coordinate with Inside Sales and Solution Specialists to extend Workiva’s core platform across top customers.

Successful candidates will build relationships, demonstrate ROI, and guide complex sales cycles from prospecting to closure.

Qualifications

• 10 years of sales experience in enterprise technology, SaaS or similar complex solution sales.
• Bachelor's degree or equivalent relevant career experience.

Responsibilities

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
• Present to Customers: Deliver a compelling demonstration of the Workiva platform (in partnership with Solution Consulting Team)
• Handle Objections: address objections and resolve client problems with best possible solution
• Close Sales: guide the sales process to closure by demonstrating Workiva's value propositions
• Report Customer Contacts: regularly update CRM tools
• Forecast Sales: provide forward-looking information through pipeline assessment
• Plan Sales Strategy: plan and execute sales strategy to complete the sale
• Optimize Internal Resources: gather internal support for pursuing an account
• Prioritize selling activities and follow through in a timely fashion
• Maintain a strong knowledge of Workiva solutions through ongoing training

Skills

Executive-level sales experience

SaaS sales

Enterprise software sales

Strategic account management

Customer relationship building

Education

Bachelor's degree or equivalent

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 and expansions within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

What You’ll Do

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
• Present to Customers: Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform (in partnership with Solution Consulting Team) creating a customer belief in the necessity of Workiva solutions
• Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
• Close Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva
• Report Customer Contacts: Regularly update customer relationship management tools
• Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment
• Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale
• Optimize Internal Resources: Gather internal support for pursuing an account
• Prioritize selling activities and follow through in a timely fashion
• Maintain a strong knowledge of Workiva solutions through ongoing training

What You’ll Need

Minimum Qualifications

• 10 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
• Bachelor's degree or equivalent relevant career experience

Preferred Qualifications

• Shown consistency of performance as a top performer
• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Strong business acumen and ability to understand complex business issues
• Executive presence; 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
• Capability for achieving (and exceeding) sales quota targets

Travel Requirements And Working Conditions

• Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing comp

How You’ll Be Rewarded

• On Target Earnings (OTE) range in the US: 308,000.00 - 500,000.00 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. To request assistance with the application process, please email [e-mail].

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