Senior Solution Consultant - Governance, Risk, and Compliance (Public Sector)

workiva; United States; On-site; USD 130,000 - 160,000; Full time

Job summary

Workiva is seeking a Senior Solution Consultant to lead pre-sales for GRC offerings in the Public Sector, combining domain expertise with technical fluency to guide discovery, solution design, and demonstrations. You will partner with Sales to develop plans, qualify technically, and influence deal strategies across Federal, State, Local, and nonprofit sectors.

You will craft proofs of concept, support RFP responses, and demonstrate value-based messaging while staying current on roadmap

Qualifications

• Requires a minimum of 6 years of related experience.
• Experience with public-sector assured financial reporting within Federal, State, Local industries.
• Domain expertise in governmental workflows, regulations, and use cases.

Responsibilities

• Apply pre-sales frameworks to drive discovery, lead demos, respond to RFPs, and align solutions to customer needs.
• Demonstrate expertise across Governance, Risk, and Compliance solutions for Public Sector use cases.
• Partner with Sales to develop account plans, support technical qualification, and shape deal strategy.
• Conduct process assessments, build proofs of concepts, and present business cases.
• Ensure customer success by coordinating with implementation partners and Client Services.
• Demonstrate AI fluency to improve presales execution and position AI capabilities responsibly.

Skills

GRC domain knowledge

SaaS pre-sales

Demo2Win

MEDDIC framework

Public Sector knowledge

AI fluency

Technical communication

Solution architecture

Proposal development

Account planning

Education

Bachelor's degree or equivalent

Job description

Summary

This Senior Solution Consultant provides pre-sales support in the development and presentation of our Governance, Risk, and Compliance solutions to address the complex problems that Workiva's platform helps solve. The qualified candidate will be able to offer GRC subject matter expertise and technical fluency to the sales function, supporting business and technical conversations through discovery, technical qualification, roadmap-aligned selling, architecture discussions, product demonstrations, and communication of value-based messaging about the Workiva platform. This role will serve as the strategic technical presales partner for our Public Sector sales team, which includes Federal, States, Local, Special Districts, Higher Education, and Nonprofit Healthcare. Additionally, the job requires development and demonstration of example solutions, prototypes, and proofs of concept across current, emerging, and AI-enabled Workiva capabilities to validate solution fit, demonstrate customer value, and help secure the Technical Win.

What You'll Do

• Apply Workiva's pre-sales frameworks, including Demo2Win and MEDDIC, to drive discovery, lead product demonstrations, respond to RFPs, engage customers and partners, and align Workiva solutions to customer needs
• Demonstrate expertise across Workiva's Governance, Risk, and Compliance solutions - developing working knowledge of Public Sector industries, departments, and use cases where Workiva can have an impact
• Partner with Sales to develop account plans, support technical qualification, inform forecasting, and shape deal strategy in alignment with Workiva goals and objectives
• Conduct process assessments with customers, build Proof of Concepts to validate requirements, build and present partner-specific business cases
• Ensure customer success by working with implementation partners and Workiva Client Services team for smooth onboarding and long‑term success
• Assist in developing new use cases or by using existing templates, providing proof of our solution's impact and value proposition
• Demonstrate AI fluency by using AI to improve presales execution and responsibly positioning Workiva's AI capabilities with prospects and users
• Stay current on new Workiva products, roadmap capabilities, platform enhancements, and market trends to support roadmap selling and demonstrate current and emerging capabilities
• Work with Sales, Product Marketing, Client Services, Scoping, and Customer Success to achieve team and company goals
• Maintain strong presales documentation and business process discipline, including deal notes, Technical Win updates, opportunity support, expenses, and required enablement
• Represent Workiva confidently at marketing events, webinars, conferences, speaking engagements, and other onsite and virtual client‑facing settings
• May begin to deliver cross‑domain coaching, training, or mentoring peers

What You'll Need

Minimum Qualifications

• Requires a minimum of 6 years of related experience.
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Experience with public‑sector assured financial reporting within Federal, State, Local, etc. industries. Candidates should bring domain expertise in governmental workflows, regulations, and use cases.

Preferred Qualifications

• GRC knowledge is valuable in this role. Candidates should either bring existing expertise or demonstrate strong aptitude and commitment to rapidly developing deep domain expertise
• SaaS experience, with strong preference for candidates with GRC SaaS expertise (PreSales, implementation, consulting, etc.)
• Experience in Big 4 consulting
• Capability to gather business needs and present a value‑based, compelling software demonstration
• Excellent verbal, written, presentation, and interpersonal communication skills
• Self‑motivated with strong propensity for action, results, and continuous improvement
• Ability to solve problems and articulate solutions to business problems with strong communication and presentation skills
• Experience engaging with and presenting to business or IT managers and executives, including CISO or infrastructure audiences
• Hands‑on technical experience with SaaS solutions, cloud technologies, and architectures
• Experience with high‑level technical aspects of connectivity and integration (API)
• AI fluency, including the ability to use AI tools to improve presales execution and responsibly position AI capabilities with customers
• Experience building processes from the ground up, including design, proposal, and cross‑functional alignment
• Experience applying structured selling or demonstration frameworks, such as Demo2Win, MEDDIC, or similar methodologies
• Experience supporting Technical Win validation, including decision criteria, solution fit, risks, blockers, and next steps
• Experience supporting customer‑facing events, webinars, conferences, roadshows, speaking engagements, or strategic demonstrations
• Experience proactively collabo