The Strategic Account Executive is an enterprise software sales role, emphasizing new business development within a team-oriented matrix. Strategic Account Executives are tasked with securing new business and customer expansion with Executive-level buyers and influencers in both private and publicly traded companies.
Successful candidates will establish connections, identifying Workiva solutions and services that align with customer needs to facilitate customer acquisition within a specific territory. Sales growth is achieved through new customer subscriptions, professional services, delivery, and training.
What You’ll Do
Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
Present to Customers: 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
Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
Close Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva
Report Customer Contacts: Regularly update customer relationship management tools
Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment
Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale
Optimize Internal Resources: Gather internal support for pursuing an account
Prioritize selling activities and follow through in a timely fashion
Maintain a strong knowledge of Workiva solutions through ongoing training
What You'll Need
Minimum Qualifications
6 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
Undergraduate degree or equivalent combination of education and experience in a related field
Preferred Qualifications
Experience selling to senior executives at large enterprise customers
Understanding of the Software as a Service (SaaS) business model
Ability to demonstrate complex software applications
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
Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests
Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements
Workiva is an Equal Opportunity 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, gender identity, race, religion, disability status, sexual orientation, 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 [email protected].
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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