Senior Account Executive - State Government

Workiva Inc.•Remote - IL, IN

1d•$212,000 - $345,000

About The Position

The Senior Account Executive – State Government is responsible for securing new business and customer expansion opportunities with executive-level buyers and influencers at State Government customers. The role focuses on selling Workiva’s core platform and collaborating with Solution Sales teams on multi-solution sales. The Senior Account Executive builds relationships, identifies solutions that meet customer needs, and drives customer acquisition within an assigned territory. Sales growth comes through new customer subscriptions, professional services, delivery, and training. The position involves prospecting, presenting platform demonstrations, addressing objections, closing sales, maintaining customer-contact records, forecasting pipeline and sales, planning account strategies, and coordinating internal support. The role also requires prioritizing sales activities and maintaining product knowledge through ongoing training. Travel may be up to 50%. Employees may work from an office or remotely from anywhere within their country of employment, with reliable internet access required when working remotely.

Requirements

At least 6 years of sales experience in a related role selling enterprise technology, SaaS, or similar complex solutions to the SLED market.
Undergraduate degree or an equivalent combination of knowledge and related career experience.
Ability to work remotely with reliable internet access when not in a Workiva office.
Must be authorized to work in the United States on a permanent basis; visa sponsorship is not provided.

Nice To Haves

Understanding of the SaaS business model.
Experience with MEDDPICC, Command of the Message, or similar sales methodologies.
Experience selling to the office of the CFO and/or CIO at State Government customers.
Ability to demonstrate complex software applications.
Strong business acumen and ability to understand complex business issues.
Executive presence and ability to communicate at the most senior level.
Ability to identify the influence of buyers and other stakeholders and navigate their roles during the sales cycle.
Ability to manage multiple complex sales cycles simultaneously.
Ability to negotiate pricing while retaining value.
Ability to achieve and exceed sales quota targets.

Responsibilities

Actively prospect for sales opportunities and work strategically with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities.
Use needs-analysis findings to present compelling demonstrations of the Workiva platform and establish customer understanding of its value.
Probe for and resolve objections, remove barriers to commitment, and identify solutions to client challenges.
Lead the sales process to a close by demonstrating Workiva’s value proposition.
Update customer relationship management tools regularly and promptly with customer contacts.
Provide consistent and accurate forward-looking sales information through pipeline analysis.
Plan and execute sales strategies to complete sales.
Gather internal support to pursue accounts.
Prioritize selling activities and follow through in a timely manner.
Maintain knowledge of Workiva solutions through ongoing training.