Senior Account Executive - SLED at Workiva, Inc.

The Senior Account Executive - SLED will be responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers within State, Local, Higher Education, & Non-Profit customers. Senior Account Executives are focused on selling Workiva's core platform and collaborate with Workiva Solution Sales teams to deliver multi-solution sales. 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.What You'll DoActively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunitiesPresent 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 solutionsHandle 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 solutionClose Sales: Naturally leads the sales process to a close by demonstrating Workiva's value propositionReport Customer Contacts: Updates customer relationship management tools regularly and timelyForecast Sales: Provides consistent and accurate forward-looking information though pipeline analysisPlan Sales Strategy: Plans and executes sales strategy with purposeful action to complete the saleOptimize Internal Resources: Gathers internal support to pursue an accountPrioritize selling activities and follows through in a timely fashionMaintain a strong knowledge of Workiva solutions through a commitment to ongoing trainingWhat You'll NeedMinimum Qualifications6+ years sales experience in a related role selling enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the SLED marketUndergraduate Degree or equivalent combination of knowledge and related career experienceExperience with MEDDPICC, Command of the Message, or similar sales methodologiesPreferred QualificationsUnderstanding of the Software as a Service (SaaS) business modelExperience selling to office of the CFO and/or CIO at SLED customersAbility to demonstrate complex software applicationsStrong business acumen and and ability to understand complex business issuesExecutive presence; ability to communicate at the most senior levelAbility 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 simultaneouslyAbility to negotiate pricing with a focus on retaining valueCapability for achieving (and exceeding) sales quota targetsTravel Requirement & Working ConditionsUp to 50% 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: 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 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