Enterprise Client Director - Major Accounts

Workiva Inc.; Massachusetts; Hybrid; USD 308,000 - 500,000; Full time

Benefits offered by this job

OTE range: 308,000–500,000 USD

Commission based on sales performance

Restricted Stock Units (RSUs)

401(k) match and comprehensiveBenefits

Job summary

Workiva is seeking a seasoned enterprise sales professional in the United States to drive new business with executive-level buyers for SaaS solutions. You will collaborate with Inside Sales, Solution Specialists, and Partnerships to generate opportunities and guide deals from discovery to close.

Responsibilities include delivering compelling demonstrations, handling objections, forecasting pipeline, planning sales strategy, and coordinating resources to win complex enterprise deals while

Qualifications

• Minimum 10 years of sales experience selling to executive-level buyers in enterprise technology or SaaS.
• Undergraduate Degree or equivalent combination of knowledge and experience.

Responsibilities

• Actively seek sales opportunities with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities.
• Present to customers by delivering compelling demos of the Workiva platform with Solution Consulting support.
• Handle objections and navigate the sales process to gain commitment and solve client problems.
• Close sales by guiding deals to closure and showcasing Workiva value propositions.
• Forecast sales accurately through pipeline assessment and forward-looking information.
• Plan and execute sales strategies, coordinating internal resources to pursue accounts.
• Maintain strong knowledge of Workiva solutions through ongoing training and participation in product updates.

Skills

Executive-level sales

SaaS enterprise sales

Sales opportunity generation

Education

Undergraduate Degree

Job description

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
• Undergraduate Degree or equivalent combination of knowledge and related 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

• 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: 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.

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.