Strategic Account Executive - Expansions Team
About The Position
The Strategic Account Executive obtains customer expansion sales opportunities from executive-level buyers and influencers at private and publicly traded companies. The role focuses on selling Workiva’s core platform and collaborating with other Workiva Solution Sales teams to deliver multi-solution sales across the company’s largest customer accounts. The role builds relationships with existing customers and identifies Workiva products and solutions that address their complex business needs and drive account expansion. Sales growth comes through new customer subscriptions, professional services, delivery, and training. The Strategic Account Executive engages customers by leveraging Workiva’s platform and is expected to bring enterprise platform sales experience, strategic thinking, and an understanding of top-tier organizations. Workiva supports employees in working from an office or remotely from any location within their country of employment. Reliable internet access is required when working remotely and outside a Workiva office. The role involves up to 30% travel for customer meetings and events. Employees must complete role-specific security and privacy training.
Requirements
- At least 6 years of experience in a related role, such as enterprise technology or similar complex solution sales across large customer accounts.
- Undergraduate degree or an equivalent combination of knowledge and related career experience.
- Candidates must be authorized to work in the U.S. on a permanent basis; visa sponsorship is not provided.
- Reliable internet access when working remotely and not in a Workiva office.
Nice To Haves
- Proven track record in enterprise platform sales.
- Demonstrated success navigating and delivering SaaS sales across large enterprise organizations.
- Strong business acumen and ability to understand complex business issues.
- Executive presence and ability to communicate at the most senior level.
- Ability to identify and understand the influence of buyers and influencers and navigate their respective roles during the sales cycle.
- Ability to manage multiple complex sales cycles simultaneously.
- Ability to negotiate pricing while retaining value.
- Capability to achieve and exceed sales quota targets.
Responsibilities
- Seek sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified opportunities.
- Use information gathered during needs analysis to partner with the Solution Consulting team on compelling Workiva platform demonstrations that establish customer belief in the need for Workiva solutions.
- Address objections, remove obstacles to gain commitment, and solve client problems with appropriate solutions.
- Guide the sales process toward closure by demonstrating Workiva’s value proposition.
- Update customer relationship management tools promptly and regularly with customer contacts.
- Use pipeline analysis to provide consistent, accurate forward-looking information and forecast sales.
- Develop and deliver strategic account plans with purposeful actions to secure sales success.
- Rally internal support for accounts and optimize internal resources.
- Prioritize selling activities and ensure timely follow-through.
- Maintain a strong understanding of Workiva products through ongoing training and a growth mindset.
Benefits
- Eligible for commission based on sales performance.
- Restricted Stock Units granted at time of hire.
- 401(k) match.
- Comprehensive employee benefits package.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
