Lead Field Coach at Workiva, Inc.

The Lead Field Coach works as a key member of the Global Enablement organization and is responsible for providing field-based coaching and programs to strengthen sales acumen and skills of our sales teams and leadership. You will be a trusted advisor and strategic partner to Sales Leadership and the Go-to-market organization.

What You'll Do

• Consult with Sales Leadership quarterly to determine teams/individuals requiring coaching due to ramping or low productivity

• Deliver Command of Message certification program within the organization (New Hire, Field, Extended GTM meeting)

• Co-facilitate New Hire Onboarding Wave 2 bootcamp with the Revenue Onboarding Team

• Own the activation period from New Hire onboarding Wave 2 to full quota ramp working collaboratively with the Revenue Onboarding team and the front-line manager

• Review customer calls of low productivity Sellers via Salesforce.com ECI to provide feedback on Command of Message principles, sales acumen, and adherence to the sales process

• Create individual development plans with front line managers and create a mutual action plan to increase productivity

• Own the process and innovation of the Value Clinics program (early stage opportunity reviews) ensuring all opportunities within the business sector threshold receive a review, providing a feedback loop to sales leadership regarding efficacy, outcomes, and suggested revisions

• Own the process and innovation of Deal Review program (end stage opportunity reviews) ensuring all opportunities within the business sector threshold receive a review

• Work with the business analytics team to provide visibility on the efficacy of the Value Clinic and Deal Review process to drive increase in ADS, increase in multi solution pipeline, and win rate

• Participate in the creation and delivery of instructor led training focused on sales skills

• Partner with Enablement Delivery team to identify and validate performance gaps across sales teams that may benefit from enablement training

• Partner with the Enablement Delivery team to design and deliver sales skills training that will improve overall team performance aligned with key performance metrics

• Maintain the Highspot "Coaches Corner" weekly to provide relevant content regarding sales coaching, leadership, and skill development

What you need

Minimum Qualifications

• 8 years experience with a Bachelor's degree; or 6 years and a Master's degree; or a PhD with 4 years of experience

• Experience both directly selling and enabling sellers

• Certification in Command of the Message, MEDDPICC, & Value Selling

• Experience in leading without direct-line authority and 1:1 coaching

• Experience working in Learning Management and Experience Platforms, Salesforce.com, LinkedIn Sales Navigator, SalesLoft, or Highspot

Preferred Qualifications

• Advanced understanding of sales process execution

• Ability to act independently and handle multiple priorities and assignments simultaneously

• Ability to influence and collaborate across business functions

• Detail oriented with accomplished organizational/time management skills

• Possess clear, concise and accurate written and verbal communications skills

• Strong active listening skills

• Experience working with/for a Fortune 500 company preferred

• Demonstrated knowledge of Adult Learning Principles

• Excellent presentation and classroom facilitation skills

Travel Requirement & Working Conditions

• Ability to travel up to 40% of the time

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

How You'll Be Rewarded

A discretionary bonus typically paid annually

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 [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.