Senior Account Executive - Enterprise - New Accounts

The Senior Account Executive is responsible for obtaining new logo sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies on our Strategic Commercial Team. Senior 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 new 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 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 partner with the Solution Consulting team 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 hunting large customer New Logos

• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Strong experience and interest in a business development/new logo hunting role.

• 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