Strategic Account Executive - Financial Services

Workiva Inc.•Remote - MA, MA

5d•$212,000 - $344,000•Remote

About The Position

The Strategic Account Executive is responsible for driving growth across Workiva’s strategic Financial Services accounts, with a primary focus on expanding within large, existing customer relationships across a defined strategic territory. This role is centered on broadening the depth and breadth of Workiva’s platform adoption across some of our most complex Financial Services institutions. The successful candidate will identify opportunities to expand Workiva’s footprint across additional business units, use cases, solutions, and executive stakeholders while continuing to strengthen Workiva’s position as a strategic platform partner. The Strategic Account Executive will work closely with internal partners, including Solution Sales, Solution Engineering, Customer Success, Services, Partners, and Marketing, to develop and execute account strategies that support multi-solution growth across Workiva’s largest Financial Services customers. Success in this role will be measured by the ability to create and execute strategic account plans, expand Workiva’s presence across existing relationships, generate new subscription growth, and drive broader adoption of the Workiva platform through software, services, delivery, and training opportunities.

Requirements

6 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
Bachelor's degree or equivalent relevant career experience

Nice To Haves

Understanding of the Software as a Service (SaaS) business model
Capability for achieving (and exceeding) sales quota targets
Experience selling to the office of the CFO
Experience selling to Financial Services Customers
Ability to demonstrate complex software applications
Strong business acumen and ability to understand complex business issues
Executive presence; 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

Responsibilities

Develop, own, and execute a strategic territory plan designed to expand Workiva’s footprint across large Financial Services institutions within an assigned patch.
Build and maintain a healthy pipeline of qualified opportunities by working closely with Workiva’s matrix team, including Solution Sales overlays, Inside Sales, Solution Engineering, Partnerships, Customer Success, and Marketing.
Identify expansion opportunities across existing customer relationships by understanding each account’s business priorities, organizational structure, buying process, current platform usage, and long-term strategic initiatives.
Engage and align with executive-level stakeholders, including C-suite leaders and senior business owners, to understand key initiatives, uncover business challenges, and position Workiva as a strategic platform partner.
Manage complex enterprise sales cycles from initial discovery through close, applying a strong understanding of MEDDICC/MEDDPICC principles to qualify opportunities, identify decision criteria, build consensus, and drive predictable outcomes.
Partner with Solution Consulting (Solutions Engineering) and Solution Sales Executives to translate customer needs into compelling Workiva platform demonstrations, business cases, and value-based recommendations.
Anticipate and address customer objections by understanding the underlying business, technical, commercial, and organizational challenges that may impact deal progression.
Coordinate internal resources across Sales, Solutions, Services, Partnerships, Legal, Deal Desk, Customer Success, and Executive Leadership to support account strategy and advance priority opportunities.
Maintain disciplined pipeline management, accurate CRM hygiene, and reliable forecasting by providing timely updates, clear next steps, and thoughtful forward-looking deal analysis.
Prioritize high-impact selling activities, consistently follow through on customer and internal commitments, and maintain a strong command of Workiva’s platform, solutions, market position, and Financial Services use cases.