Account Development Representative at Workiva, Inc.

The Account Development Representative is a strategic minded salesperson who possesses the ability to navigate and network in Fortune 1000 accounts that result in Qualified Pipeline and Bookings. This individual consistently utilizes their ability to engage, listen, challenge, and ask the right questions in a manner that creates a superior prospect/customer experience, and sets the stage for future Workiva product sales. This role partners closely with a team of Account Executives to drive pipeline for existing customers and net new logos.Account Development Representatives accomplish this objective through a variety of strategies such as: social selling tactics, referral mining, people mapping, building and utilizing value pyramids, while collaborating constantly with Account Executives, Solution Executives, Marketing, and Demand Generation teams. The Account Development Representative is creative and innovative with messaging and Go-To-Market (GTM) strategy in global accounts.What You'll DoProvide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramidsProspect into target Fortune 1000 accounts via strategically networking, email, e-marketing, campaigns, and social outreachQualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting effortsLearn and demonstrate a fundamental understanding of the Workiva platform, and clearly articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines, understanding negative consequences and positive business outcomes of strategic accounts.Understand global personas in the offices of: Financial Transformation, Accounting, Finance, IT, and Sustainability ReportingDrive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow up, as well as creating unique events in territory that results in Qualified PipelineDevelop and maintains a current understanding of Workiva's latest product offerings, and competitive product/ market knowledgePartner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goalsMeet or exceed quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicatorsMaintain active engagement with existing customers & non-customers to increase interest in additional uses for the Workiva platform by understanding their key initiatives and pain pointsContribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)What You'll NeedMinimum QualificationsRequires an Associate's degreeMinimum of 5 years of related experience in Sales DevelopmentPreferred QualificationsExperience in SaaS Sales environmentSalesforce CRM, Salesloft, ZoomInfo, LinkedIn Sales Navigator experience strongly preferredExcellent verbal, written, and interpersonal communication skills with a professional demeanorSelf-motivated with strong propensity for action, results and continuous improvementThe ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessaryExceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlinesAbility to maintain a high level of activity, and effectively manage competing prioritiesProven track record of creating revenue generating opportunities and quota attainmentProven ability to understand and successfully promote technical offerings and solution setsCapable of learning, developing, and integrating skills in an online training environmentTravel Requirements & Working ConditionsUp to 10% travelReliable internet access for any period of time working remotely, not in a Workiva officeHow You'll Be Rewarded On Target Earnings (OTE) range in the US: 83,000.00 - 123,000.00 USD Annual Eligible for commission based on sales performance Restricted Stock Units granted at time of hire 401(k) match and comprehensive employee benefits packageThe 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 [email protected] 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.#LI-RM1