Senior Account Executive - State Government

Workiva Inc.; Missouri; Remote; USD 212,000 - 345,000; Full time

Job summary

Workiva is seeking a Senior Account Executive for State Government to drive new business and expansion with executive buyers and influencers within state agencies. You’ll collaborate with Inside Sales and Solution Specialists to demonstrate the Workiva platform, map customer needs, and guide multi-solution opportunities from qualification to close.

The role requires 6+ years of enterprise SaaS sales experience, an undergraduate degree, and the ability to travel up to 50%.

Qualifications

• 6+ years sales experience in a related role selling enterprise technology, SaaS or similar complex solution sales to the SLED market
• Undergraduate Degree or equivalent combination of knowledge and related career experience

Responsibilities

• 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 though 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

Education

Undergraduate Degree or equivalent combination of knowledge and related career experience

Job description

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 though 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 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. 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.