Senior Sales Manager - Governance, Risk & Compliance - Public Sector

Workiva Inc.; Northern (KY); Hybrid; USD 266,000 - 430,000; Full time

Benefits offered by this job

OTE

Commission based on sales performance

Restricted Stock Units

401(k) match

Comprehensive benefits

Job summary

Workiva Inc. seeks an accomplished Senior Sales Manager to lead a team of Solution Sales Executives focused on Governance, Risk & Compliance for the Public Sector.

You will guide strategy, forecast sales, and drive revenue growth by coaching and aligning cross-functional teams with customer needs. This leadership role requires strong executive presence, proven quota attainment, and the ability to navigate complex sales cycles across enterprise accounts.

Qualifications

• 8+ years in enterprise technology or complex solution sales.
• 3+ years of progressive sales management experience in software/technology organizations.
• Undergraduate degree or equivalent combination of knowledge and related career experience.

Responsibilities

• Develop personalized coaching plans and provide regular coaching sessions with each team member.
• 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 adjust plans accordingly.
• Use data to monitor performance and identify trends or areas for improvement.
• Develop sales strategies that align with company goals and customer needs.
• Build relationships with internal and external stakeholders to drive cross-functional success.
• Support go-to-market strategy through partner and customer engagement.

Skills

Sales leadership

Enterprise software sales

Public sector sales

Coaching & mentoring

Deal coaching

Education

Undergraduate degree or equivalent

Job description

The Senior Sales Manager delivers sales results against growth revenue targets through leadership and management of a team of Solution Sales Executives focused on selling our Governance, Risk & Compliance solutions to the Public Sector Vertical. Utilizing their influence, the Senior Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers. As the forefront leader who interacts with customers, the Senior Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.

What You’ll Do

• 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

What You'll Need

Minimum Qualifications

• 8+ years experience in a related role - enterprise technology or similar complex solution sales
• 3+ years of progressive sales management experience - preferably in software or technology organizations Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Experience selling to Public Sector customers: SLED and/or Federal Accounts
• Experience selling Governance, Risk & Compliance reporting solutions
• 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 complex technology or software solutions
• Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts
• 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

Travel Requirements and Working Conditions

• Up to 30% travel for regular customer meetings and events
• Reliable internet access required for any period of time working remotely and not in a Workiva office

How You’ll Be Rewarded

• On Target Earnings (OTE) range in the US: 266,000.00 - 430,000.00 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 be and it on.

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.