Senior Account Executive - State Government

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

Benefits offered by this job

Commission based on sales performance

Restricted Stock Units

401(k) match and benefits

Job summary

Workiva Inc. is seeking a Senior Account Executive for State Government to drive new business and expand existing subscriptions within state agencies.

You will collaborate with Inside Sales, Solution Specialists, and Partnerships to identify needs, present a compelling value proposition, and guide customers through the sales process. The role demands 6+ years of enterprise SaaS sales, the ability to engage CFO/CIO-level stakeholders, and expertise in complex software deals.

Qualifications

• 6+ years of enterprise software/SaaS sales experience.
• Experience selling to CFO/CIO offices in State Government.
• Understanding of MEDDPICC, Command of the Message, or similar methodologies.
• Ability to demonstrate complex software applications and articulate value.
• Strong business acumen and executive presence for senior leaders.

Responsibilities

• Prospect for opportunities with Inside Sales and partners to generate qualified opportunities.
• Present Workiva platform with compelling demos to buyers.
• Handle objections and drive commitments to close deals.
• Close sales and manage the sales cycle to successful outcomes.
• Update CRM with customer contacts and forecast pipeline.
• Plan and execute sales strategy to win opportunities.
• Coordinate internal resources to support accounts.
• Maintain knowledge of Workiva solutions through ongoing training.

Skills

Enterprise sales

SaaS sales

Executive communication

Strategic selling

CFO/CIO targeting

Education

Bachelor's degree or equivalent

Job description

Senior Account Executive - State Government

The Senior Account Executive - State Government will be responsible for obtaining new business and/or customer expansion sales opportunities from executive-level buyers and influencers within State Government customers. Senior 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 enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the SLED market Undergraduate Degree or equivalent combination of knowledge and related career experience
• Preferred Qualifications Understanding of the Software as a Service (SaaS) business model
• Experience with MEDDPICC, Command of the Message, or similar sales methodologies
• Experience selling to office of the CFO and/or CIO at State Government 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 50% Travel

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

Workiva will not provide visa sponsorship for this position. Candidates must be authorized to work in the U.S. on a permanent basis.

How You’ll Be Rewarded

• On Target Earnings (OTE) range in the US: 212,000.00 - 345,000.00 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.

About Workiva Life at Workiva Benefits & Perks People & Culture at Workiva Workiva Newsroom Leadership Team