Strategic Account Executive

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

Benefits offered by this job

401(k) match

Restricted Stock Units

Commissions on sales

Job summary

Workiva Inc. seeks an experienced Strategic Account Executive to drive expansion within our largest customer accounts. You will engage with executive buyers and influencers, collaborating with peer sales teams to deliver multi-solution opportunities across our core platform.

The role requires a proven enterprise platform sales track record, exceptional strategic acumen, and the ability to manage multiple complex deals while guiding customers to value.

Qualifications

• 6+ years in enterprise technology or complex solution sales.
• Experience selling to large customer accounts and executives.
• Proven track record of SaaS sales success.

Responsibilities

• Identify and pursue expansion opportunities with top customers.
• Lead multi-stage enterprise sales cycles across personas.
• Deliver compelling demonstrations and ROI value.
• Negotiate terms and close high-value deals.
• Collaborate with cross-functional teams to meet customer needs.
• Maintain accurate forecasting and CRM hygiene.

Skills

Enterprise sales

SaaS sales

Executive presence

Quota attainment

Education

Undergraduate degree

Job description

The Strategic Account Executive is responsible for obtaining customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Strategic Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts. Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer expansions within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training. You will engage with existing customers - leveraging Workiva’s platform to meet their complex business needs. The ideal candidate will have a proven track record in enterprise platform sales, exceptional strategic thinking abilities, and a deep understanding of the top tier organizations.

What You’ll Do

• Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities
• Utilize information gathered during the needs analysis phase to partner with solution consulting team to deliver a compelling demonstration of the Workiva platform, in partnerships with the Solutions Consulting Team, creating a customer belief in the necessity of Workiva solutions
• Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
• Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition
• Regularly and promptly update customer relationship management tools to report customer contacts
• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
• Develop and deliver strategic account planning with purposeful action to secure sales success
• Rally internal support to pursue an account and optimize internal resources
• Prioritize selling activities and ensure timely follow-through
• Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

What You’ll Need

Minimum Qualifications

• 6+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts
• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Proven track record in enterprise platform sales
• Demonstrated experience navigating and delivering SaaS sales success across large, enterprise organizations
• 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 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

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

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.

About Workiva

Life at Workiva

Benefits & Perks

People & Culture at Workiva

Workiva Newsroom

Leadership Team