Senior Account Executive - SLED (Higher Education)

Workiva; United States; Remote; USD 106,000 - 172,000; Full time

Job summary

An established industry player seeks a Senior Account Executive to drive sales in the Higher Education sector. This role involves actively prospecting for new business, presenting compelling demonstrations of the Workiva platform, and skillfully navigating complex sales cycles. The ideal candidate will have over six years of experience selling to executive-level buyers, particularly in enterprise technology or SaaS. With a focus on building strong relationships and understanding customer needs, you'll play a crucial role in expanding Workiva's footprint in the Higher Education market. Join a dynamic team where your contributions will directly impact growth and innovation in a supportive environment.

Benefits

401(k) match

Comprehensive employee benefits package

Restricted Stock Units

Flexible working conditions

Qualifications

• 6+ years of sales experience targeting executive-level buyers.
• Strong understanding of SaaS business models and complex sales cycles.

Responsibilities

• Prospect for sales opportunities and present Workiva solutions.
• Close sales by demonstrating the value of Workiva's offerings.

Skills

Sales Experience

Negotiation Skills

Business Acumen

Executive Presence

Understanding of SaaS

Education

Undergraduate Degree

Tools

Customer Relationship Management (CRM) Tools

Job description

The Senior Account Executive - SLED (Higher Education) is responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers with our Higher Education customers. Account Executives are focused on selling Workiva’s core platform and collaborate with 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 acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

What You’ll Do

• Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities.

• Present to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions.

• Handle Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution.

• Close Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition.

• Report Customer Contacts: Updates customer relationship management tools regularly and timely.

• Forecast Sales: Provides consistent and accurate forward-looking information through pipeline analysis.

• Plan Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale.

• Optimize Internal Resources: Gathers internal support to pursue an account.

• Prioritize selling activities and follows through in a timely fashion.

• Maintain a strong knowledge of Workiva solutions through a commitment to ongoing training.

What You'll Need
Minimum Qualifications

• 6+ years sales experience in a related role selling to Executive-level buyers - 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

• Understanding of the Software as a Service (SaaS) business model.

• Experience selling to office of the CFO at Higher Education customers.

• 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 Requirement & Working Conditions

• Up to 30% Travel.

• Reliable internet access for any period of time working remotely, not in a Workiva office.

How You’ll Be Rewarded

Salary range in the US: $106,000.00 - $172,000.00

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.

Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. 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. We strongly encourage and welcome people from historically marginalized groups to apply.

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.