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

Workiva Inc.; United States; Remote; USD 266,000 - 430,000; Full time

Benefits offered by this job

OTE range

Commission

RSUs

401(k) match

Job summary

Workiva is seeking a Senior Sales Manager to lead high‑performing sales teams across enterprise technology solutions in the United States. The role focuses on coaching, talent recruitment, forecasting, and cross‑functional collaboration to meet aggressive sales goals.

The ideal candidate has 8+ years in enterprise sales, 3+ years in sales management, and a track record of quota attainment in software. Travel up to 30% and a competitive compensation package are offered.

Qualifications

• 8+ years experience in enterprise technology or similar complex solution sales.
• 3+ years of progressive sales management experience in software/tech.
• Undergraduate Degree or equivalent knowledge/experience.

Responsibilities

• Develop coaching plans and provide feedback to sales team members.
• Mentor and grow a culture of growth mindset within the team.
• Identify and recruit top sales talent and manage performance and disciplinary issues.
• Develop and maintain accurate sales forecasts and adjust plans accordingly.
• Build strong relationships with internal and external stakeholders to drive cross-functional success.

Skills

Enterprise sales

Sales leadership

Executive communication

Strategic thinking

Education

Undergraduate degree

Job description

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

Why Join Workiva

Workiva is the platform designed to bring confidence, control, and a competitive edge to the worlds 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.

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