Senior Account Executive - Federal

The Senior Account Executive - Federal an individual-contributor account executive role as an enterprise software seller, heavily focused on new business selling in a team sales matrix environment. Senior Account Executives are responsible for obtaining new business and customer expansion from executive-level buyers and influencers.

Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a specific territory. Sales growth is attained through new customers, new solutions, professional services, delivery and training.

What You'll Do

Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities

Presents to Customers : Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions

Handles Objections : Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution

Closes Sales : Naturally leads the sales process to a close by demonstrating Workiva's value proposition

Reports Customer Contacts : Updates customer relationship management tools regularly and timely

Forecasts Sales : Provides consistent and accurate forward-looking information though pipeline analysis

Plans Sales Strategy : Plans and executes sales strategy with purposeful action to complete the sale

Optimizes Internal Resources : Gathers internal support to pursue an account

Prioritizes selling activities and follows through in a timely fashion

Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training

What You'll Need

Minimum Qualifications

6+ years sales experience in a related role selling to Executive-level buyers - enterprise technology, Software as a Service (SaaS) or similar complex solution sales

Bachelor's degree or equivalent relevant career experience

Experience selling to Federal customers

Preferred Qualifications

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

Ability to demonstrate complex software applications

Strong business acumen and 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 Requirement & Working Conditions

Up to 30% Travel

Reliable internet access for any period of time working remotely, not in a Workiva office

How You'll Be Rewarded

On Target Earnings (OTE) range in the US : 212,000.00 - 344,000.00 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.

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 talentacquisition@workiva.com.

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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