Strategic Account Executive

Workiva, Inc.; United States; Remote; USD 106,000 - 172,000; Full time

Job summary

An established industry player is seeking a Strategic Account Executive to drive business growth through new customer acquisition and expansion. This role involves collaborating with sales teams, delivering impactful presentations, and addressing client needs with tailored solutions. The ideal candidate will have a strong background in enterprise technology sales, exceptional strategic thinking, and the ability to navigate complex sales cycles. Join a forward-thinking company that values diversity and innovation, offering a competitive salary and comprehensive benefits, while empowering you to work where you perform best.

Benefits

401(k) match

Comprehensive benefits package

Restricted Stock Units

Flexible working location

Qualifications

• 6+ years in enterprise technology or complex solution sales.
• Strong understanding of SaaS and ability to navigate large organizations.

Responsibilities

• Actively seek sales opportunities with peer teams.
• Deliver compelling demonstrations of the platform to clients.

Skills

Enterprise technology sales

Strategic thinking

SaaS business model understanding

Complex software application demonstration

Business acumen

Negotiation skills

Sales cycle management

Education

Undergraduate Degree

Tools

CRM software

Job description

The Strategic Account Executive is responsible for obtaining new business and 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 acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

You will engage with both existing and new clients - 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 in the region.

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 deliver a compelling demonstration of the Workiva platform, 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

• Understanding of the Software as a Service (SaaS) business model

• Ability to demonstrate complex software applications

• Demonstrated experience navigating and delivering 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

How You'll Be Rewarded

Salary range in the US: $106,000.00 - $172,000.00

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.

Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. 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.We strongly encourage and welcome people from historically marginalized groups to apply.

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.

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