Senior Account Executive

2 days ago

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Workiva

WebsiteLinkedInAll Job Openings

Government Reporting • Internal Controls • Section 16 • SEDAR Reporting • SOX

1001 - 5000

💰 $689.3k Venture Round on 2014-10

Description

• The Senior Account Executive on our new customer Acquisitions Team is responsible for obtaining new business sales opportunities from Executive-level buyers and influencers at new logo customers. • Senior Account Executives are focused on selling Workiva’s core platform and collaborate with other 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. • Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline. • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform. • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges. • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition. • Regularly and promptly update customer relationship management tools to report customer contacts. • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales. • Develop and execute a sales strategy with purposeful action to secure the sale. • Rally internal support to pursue an account and optimize internal resources. • Prioritize selling activities and ensure timely follow-through. • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset. • Share knowledge, successes, lessons learned and best practices with peers across teams.

Requirements

• Minimum Qualifications • 6+ years experience in a related role - enterprise technology or similar complex solution sales • Undergraduate Degree or equivalent combination of knowledge and related career experience • Preferred Qualifications • Capability for and track record of achieving (and exceeding) sales quota targets • Demonstrated experience navigating and delivering sales success with new logo customers • Understanding of the Software as a Service (SaaS) business model • Ability to demonstrate complex software applications • Strong business acumen and an ability to understand complex business challenges • Executive presence and an 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 • Travel Requirement & Working Conditions • Up to 30% travel for regular customer meetings and events • Reliable internet access required for any period of time working remotely and not in a Workiva office

Benefits

• Eligible for commission based on sales performance • Restricted Stock Units granted at time of hire • 401(k) match and comprehensive employee benefits package