As a Lead Account Executive, you will serve as an individual contributor in enterprise software sales, focusing on new business development within a collaborative team environment. Your primary responsibility will be to secure new business and expand customer relationships with Executive-level buyers and influencers in both private and publicly traded companies. To succeed in this role, you will need to establish connections and identify Workiva solutions and services that meet customer needs, helping to drive customer acquisition within your designated territory. You will achieve sales growth through new customer subscriptions, professional services, delivery, and training.

What You'll Do

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Sellers, 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
• Work with partners: Engage and work with Workiva partner base for sourcing and influence of license opportunities within prospective clients and customers
• 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

• 10 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
• Bachelor's degree or equivalent relevant career experience

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model
• Experience selling to the office of the CFO, CRO and Sustainability leadership
• 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 Employment 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, 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.