Territory Development Representative - State, Local & Education (SLED)

Workiva Inc.•Remote - IA, IA

2d•$76,000 - $114,000•Remote

About The Position

The Territory Development Representative (TDR) for the State, Local and Education (SLED) vertical is a strategically minded salesperson who possesses the ability to navigate, network, and penetrate SLED accounts to generate Qualified Pipeline and Bookings. The TDR will be a hunter at heart, and often Workiva's first contact with a prospect organization. The TDR possesses the ability to quickly develop a rapport with decision makers at an executive level and efficiently sparks the curiosity that generates interest in our Workiva Platform. As a rapidly growing SaaS company with high-performance teams and a collaborative culture where employee innovation and ideas are encouraged, this position is vital to Workiva's success. In this position, the TDR partners closely with a team of Account Executives to drive pipeline for expansions in existing customer accounts.

Requirements

Requires an Associate’s degree and a minimum of 3 years of related experience
Excellent verbal, written, and interpersonal communication skills with a professional demeanor
Self-motivated with strong propensity for action, results, and continuous improvement
Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines

Nice To Haves

Prior experience selling into or prospecting within the SLED (State, Local, and Education) market is highly preferred.
Successful experience in a similar role- preferably lead generation/sales development preferred.
Salesforce CRM experience strongly preferred
Proven track record of creating revenue-generating opportunities and quota attainment
Proven ability to understand and successfully promote technical offerings and solution sets

Responsibilities

Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
Provide baseline research and intelligence within target accounts to identify key contacts and critical account information
Prospect into target accounts via high-volume cold-calling (60-80 calls/day), outbound prospecting, networking, email, e-marketing, campaigns, and social outreach
Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
Learn and demonstrate a fundamental understanding of Workiva’s Platform, and clearly articulate its capabilities and advantages to decision makers
Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)
Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow-up
Develop and maintain a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge