GRC SaaS Sales Manager - Lead Growth & Teams

Workiva Inc.; Illinois; Hybrid; USD 212,000 - 345,000; Full time

Benefits offered by this job

401(k) match

RSUs

Comprehensive benefits

Job summary

Workiva is seeking a Sales Manager for Governance, Risk & Compliance (GRC) to lead a high-performing team of Solution Sales Executives. You will drive revenue growth, coach for performance, recruit top talent, and align sales strategies with customer needs. Travel up to 30% and remote-friendly offices.

Competitive OTE, RSUs, and comprehensive benefits are provided. The role requires deep SaaS experience, executive communication skills, and a proven record of meeting or exceeding quotas in

Qualifications

• 5+ years experience in a related role - enterprise technology or similar complex solution sales.
• 2+ years of progressive sales management experience - preferably in software or technology organizations.
• Undergraduate Degree or equivalent combination of knowledge and related career experience.
• Understanding of the Software as a Service (SaaS) business model.
• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling Governance, Risk & Compliance (GRC) software solutions.
• Ability to provide deal support and guidance to GRC Solution Sales Executives.
• Ability to manage and coach a diverse team of sales professionals.
• Exceptional communication skills and business acumen.
• Executive presence with the 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 lead your team to manage multiple complex sales cycles simultaneously.
• Ability to negotiate pricing with a focus on retaining value.

Responsibilities

• Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement.
• Mentor and encourage a growth mindset amongst the team.
• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges.
• Assess and set account territory priorities for the team.
• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts.
• Use data to monitor performance and identify trends or areas for improvement.
• Develop sales strategies and tactics that align with company goals and customer needs.
• Observe, assess and monitor seller outreach, deal pipeline and deal quality.
• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success.
• Build relationships with external customers, prospects and partners, to support the go-to-market strategy.
• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed.
• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices.
• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns.

Skills

Strategic selling

Executive presence

Communication skills

Team coaching

Negotiation skills

Influencers vs buyers

Handling complex sales cycles

Deal guidance

Education

Undergraduate Degree

Job description

Workiva is seeking a Sales Manager for Governance, Risk & Compliance (GRC) to lead a high-performing team of Solution Sales Executives. You will drive revenue growth, coach for performance, recruit top talent, and align sales strategies with customer needs. Travel up to 30% and remote-friendly offices.

Competitive OTE, RSUs, and comprehensive benefits are provided. The role requires deep SaaS experience, executive communication skills, and a proven record of meeting or exceeding quotas in