Sales Enablement Principal - Governance, Risk, and Compliance

Workiva Inc.•Remote - MA, MA

6d•$154,000 - $265,000

About The Position

The Sales Enablement Principal is a strategic member of Workiva’s Global Enablement organization and the recognized internal authority on Workiva’s Governance, Risk, and Compliance (GRC) suite. The role combines deep GRC domain expertise with command of how Workiva’s solutions address customer needs. It leads the creation of enablement that equips sellers to have credible conversations with customer personas and participates in product launch teams, owning field readiness for launches. Authority in the role is based on expertise and the quality of its work, recognized by the sellers and solution consultants who rely on it. The Principal determines domain readiness needs for each selling role, analyzes evidence such as win/loss, conversation intelligence, pipeline and deal-stage data, and seller input, and independently shapes the enablement response. This includes defining scope, learning approach, sequencing, depth, assessment standards and delivery channels; directing execution through the Sales Academy, AI Leads, or direct delivery; and remaining accountable for outcomes. The role also provides direct domain-deep enablement, sets standards for domain content accuracy across channels, reviews AI-generated content and role-play output, and works with Sales, Solution Consulting, Product Management and Product Marketing leaders to align priorities and escalate domain risks. The position may be performed from an office or remotely from anywhere within the employee’s country of employment. It requires reliable internet access when working remotely and the ability to travel up to 20% of the time. Compensation in the US is $154,000–$265,000, with a discretionary bonus typically paid annually, restricted stock units granted at hire, a 401(k) match and a comprehensive employee benefits package.

Requirements

At least 10 years of experience selling, consulting or enabling sales in the GRC domain with a bachelor’s degree; or 8 years with a master’s degree; or 6 years with a PhD.
Recognized GRC subject-matter expertise gained through direct customer-facing, product or consulting experience, including fluency with domain buyers and regulatory or market drivers.
Demonstrated ability to map enterprise software solutions to customer needs in the domain and hold credible conversations with business buyers and technical evaluators.
Strong analytical fluency, including the ability to interpret conversation intelligence, pipeline and win/loss data, draw defensible conclusions and turn them into prioritized enablement responses.
Ability to credibly facilitate and deliver technical or domain-deep content to seller and solution consultant audiences.
Ability to travel up to 20% of the time.
Reliable internet access for periods of remote work outside a Workiva office.

Nice To Haves

Experience influencing product, marketing or go-to-market decisions as a contributor, including participation in launch or product-readiness teams.
Working knowledge of Workiva’s core sales frameworks: MEDDPICC, Command of the Message and Demo2Win.
Experience designing or leading the design of enablement, learning or readiness solutions, and familiarity with adult learning principles.
Credibility and presence with Senior Leadership and the ability to influence.
Comfort operating in ambiguity.
Working familiarity with AI role-play, coaching and conversation-intelligence platforms such as Gong Enable and Highspot Nexus.
Judgment to identify materially incorrect or subtly misleading AI-generated domain reasoning and specify the needed correction.
Fluency with general-purpose AI assistants for research, drafting and analysis, with human-in-the-loop accuracy and source validation.
Experience with the Sales Enablement Tech Stack, including Highspot, Salesforce and Gong.
Experience operating Claude Enterprise.

Responsibilities

Serve as the recognized expert on the GRC domain, including its regulatory and market dynamics, buyer personas, economic drivers and competitive landscape, and represent the customer perspective.
Maintain command of Workiva’s GRC solutions, their strengths and limitations, and how they connect to the broader platform and portfolio.
Translate customer needs into Workiva solution value using language relevant to both business buyers and technical buyers.
Anticipate changes in product roadmaps, regulation, competition and buyer priorities, and proactively position the field to respond.
Determine enablement needs for Account Executives and Solution Consultants using win/loss analysis, conversation intelligence, pipeline and deal-stage data, and input from sellers and Sales Leadership.
Define domain-readiness standards for each selling role.
Design the enablement response, including scope, learning approach, sequencing, depth, assessment standard and delivery channel, and exercise independent judgment about what to build or deprecate.
Direct enablement execution through the Sales Academy curriculum roadmap, AI Leads’ scenario, rubric and knowledge architecture work, or direct delivery, and remain accountable for outcomes.
Facilitate and deliver domain enablement directly when deep domain expertise is essential.
Participate in relevant product launch teams and shape capability decisions, sales plays, sales motions, value messaging and solution positioning for field viability.
Own the field-readiness commitment for pre-launch.
Partner with Product Marketing and Product Management as a peer contributor, providing field-grounded input and developing feedback loops for positioning, competitive positioning and solution capabilities.
Hold final authority on domain-content accuracy wherever domain content appears.
Review AI-generated domain content and role-play output for factual accuracy and quality of reasoning.
Ensure a consistent domain standard across all channels.
Represent the domain with senior managers, directors and senior directors across Sales, Solution Consulting, Product Management and Product Marketing; build alignment and negotiate priorities without direct authority.
Coordinate with Skills Leads and Vertical Domain Leads to align behavioral coaching, industry context and solution knowledge.
Escalate domain risks, such as outdated competitive positioning, regulatory changes and product gaps affecting seller credibility, with a recommended response.
Travel up to 20% of the time and maintain reliable internet access when working remotely.