Senior Field Sales Executive Floater

Wolters Kluwer•Kennesaw, GA

7d•Hybrid

About The Position

Wolters Kluwer Research & Advisory, part of Wolters Kluwer Tax & Accounting, provides tax, accounting, and audit information, solutions, and services. The Senior Field Sales Executive, Floater is responsible for driving profitable sales growth and providing temporary coverage for assigned accounting firms and/or corporations across multiple territories, meeting or exceeding sales goals. The role reports to the VP, Field Sales – Tax & Accounting, North America – Research & Advisory. This is a hybrid position requiring weekly attendance at a designated Wolters Kluwer office. The position requires developing expertise in Research & Advisory and Tax & Accounting products; applying the prescribed sales methodology; managing account pipelines and Salesforce.com records; prospecting and developing new business; retaining and expanding existing accounts; and building consultative customer relationships. The executive also works with product teams on client feedback and issue resolution, targets competitive accounts, plans sales activities and territory coverage, collaborates with colleagues and sales leadership, and maintains business plans, forecasts, reports, and projections. The role involves up to 10% travel in territory for client visits and team meetings, with minimal overnight travel (one to two times per quarter). Applicants may be required to appear onsite at a Wolters Kluwer office during recruitment. Compensation is listed as $71,300–$124,500 USD, and the role is eligible for commission. Actual base salary depends on factors including skills, experience, and hiring location.

Requirements

Bachelor’s degree or equivalent relevant experience.
At least 3 years of internal Wolters Kluwer sales experience with tax content, SaaS, or software products, or tax and accounting industry sales experience with tax content, SaaS, or software product solutions.
Experience developing and qualifying prospect lists.
Demonstrated ability to meet or exceed sales quotas and performance goals.
Experience creating and executing business plans and accurate forecasts.
Experience using a consultative sales approach to uncover customer needs and deliver tailored solutions.
Ability to turn networking contacts into viable business opportunities.
Experience delivering effective product presentations virtually and occasionally in person, aligned with client needs.
Ability to work independently with minimal supervision.
Advanced written and verbal communication skills.
Strong attention to detail and ability to manage multiple high-priority tasks.
Ability to work in a fast-paced, collaborative, and matrixed environment.
Professionalism, strong work ethic, and commitment to excellence.
Flexibility to work extended hours when needed.
Facilitation and influencing skills, including the ability to drive collaboration without requiring consensus.
Ability to travel up to 10% of work time in territory for client visits and team meetings; minimal overnight travel of one to two times per quarter.

Nice To Haves

Proven success in an inside or virtual sales role.
Five or more years of B2B sales or account management experience, ideally with software/SaaS business applications or information services.
Recognition for top performance, such as Pinnacle Club, President’s Club, Chairman’s Club, or other sales achievement awards.
Experience navigating multi-divisional organizations and working across various sales channels.
Familiarity with tax and/or accounting concepts and terminology.
Formal sales training, such as Challenger Sales or similar methodologies.

Responsibilities

Develop deep knowledge of the Research & Advisory and Tax & Accounting product lines, including features, benefits, pricing, value propositions, and competitive positioning.
Apply the prescribed sales methodology to position products and services in line with customer needs and business goals.
Organize and prioritize accounts, research decision-makers, maintain a healthy sales pipeline, and update Salesforce.com records accurately and promptly.
Generate new business through prospecting, in-person meetings, industry events, and group presentations, and meet sales goals.
Engage existing clients to understand evolving needs, reinforce solution value, and identify upselling and cross-selling opportunities.
Assess customer needs and provide tailored solutions that support satisfaction, loyalty, and account growth.
Identify product gaps, collaborate with product teams to turn client feedback into actionable specifications, and manage expectations regarding enhancements.
Target competitive accounts, engage stakeholders, identify business challenges, and position Wolters Kluwer solutions.
Plan and schedule sales activities efficiently to maximize productivity and territory coverage.
Share insights, strategies, and market intelligence with colleagues and work with sales leadership to resolve account conflicts.
Create and maintain an Annual Business Plan, pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.
Provide temporary sales coverage for assigned accounts across multiple territories.