Account Development Representative

Workiva Inc.

About The Position

The Account Development Representative is a strategic-minded salesperson who possesses the ability to navigate and network in Fortune 500 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.

Requirements

Requires an Associate’s degree
Minimum of 5 years of related experience in Sales Development
Excellent verbal, written, and interpersonal communication skills with a professional demeanor
Self-motivated with a strong propensity for action, results, and continuous improvement
The ability to work successfully in a high-energy, fast-paced, rapidly changing environment is necessary
Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
Ability to maintain a high level of activity and effectively manage competing priorities
Proven track record of creating revenue-generating opportunities and quota attainment
Proven ability to understand and successfully promote technical offerings and solution sets
Capable of learning, developing, and integrating skills in an online training environment
Up to 10% travel
Reliable internet access for any period of time working remotely, not in a Workiva office

Nice To Haves

Experience in a SaaS Sales environment
Salesforce CRM, Salesloft, ZoomInfo, LinkedIn Sales Navigator experience strongly preferred

Responsibilities

Provide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramids
Prospect into target Fortune 1000 accounts via strategic networking, email, e-marketing, campaigns, and social outreach
Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts
Learn 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 Reporting
Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow-up, as well as create unique events in territory that result in Qualified Pipeline
Develops and maintains a current understanding of Workiva’s latest product offerings and competitive product/ market knowledge
Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
Meet or exceed quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicators
Maintain active engagement with existing customers & non-customers to increase interest in additional uses for the Wdesk platform by understanding their key initiatives and pain points
Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)