Federal ADR - Remote, High-Impact Pipeline Builder

Workiva, Inc.; Washington (District of Columbia); On-site; USD 85,000 - 127,000; Full time

Benefits offered by this job

401(k) match

Restricted Stock Units (RSUs)

Comprehensive employee benefits

Job summary

Workiva, Inc. is seeking a Federal Account Development Representative to strategically penetrate Federal Government agencies and generate qualified pipeline and bookings.

This role partners with Federal Account Executives to drive pipeline for net‑new agencies and government expansion. The ADR will research target agencies, network through events and campaigns, and articulate Workiva’s platform and FedRAMP advantages to government stakeholders, while meeting quarterly revenue and activity

Qualifications

• Associate’s degree in a related field.
• Minimum of 5 years of related experience in Sales Development with a focus on the Public Sector/Federal market.
• Experience selling FedRAMP‑authorized solutions is preferred.
• Familiarity with Federal procurement processes and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS).
• Salesforce CRM, Gong, GovWin (or similar gov‑intelligence tools), and LinkedIn Sales Navigator experience are strongly preferred.

Responsibilities

• Provide extensive research and intelligence within target Federal agencies and sub‑agencies to identify key decision‑makers and critical programme information.
• Prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas.
• Qualify leads/contacts based upon defined criteria to transition meaningful sales leads into the pipeline through outbound hunting.
• Learn and articulate Workiva platform capabilities, FedRAMP security posture, and advantages to government decision‑makers.
• Understand federal personas across offices such as CFO, CIO/IT, Sustainability/ESG, and Program Management.
• Drvie attendance at public sector events and provide post‑event follow‑up.

Skills

Public sector sales

Go-to-market strategy

Networking

Communication

Federal domain knowledge

Education

Associate’s degree

Tools

Salesforce CRM

Gong

LinkedIn Sales Navigator

GovWin

Job description

Workiva, Inc. is seeking a Federal Account Development Representative to strategically penetrate Federal Government agencies and generate qualified pipeline and bookings.

This role partners with Federal Account Executives to drive pipeline for net‑new agencies and government expansion. The ADR will research target agencies, network through events and campaigns, and articulate Workiva’s platform and FedRAMP advantages to government stakeholders, while meeting quarterly revenue and activity