Account Development Representative

About the Role

The Account Development Representative is a strategically minded salesperson who navigates and networks in Fortune 1000 accounts to generate Qualified Pipeline and Bookings. This role involves engaging, listening, challenging, and asking the right questions to create a superior prospect and customer experience, setting the stage for future Workiva product sales. You will partner closely with a team of Account Executives to drive pipeline for existing customers and net new logos through social selling tactics, referral mining, people mapping, and building value pyramids, while collaborating with Account Executives, Solution Executives, Marketing, and Demand Generation teams.

Responsibilities

• Provide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramids.
• Prospect into target Fortune 1000 accounts via strategic networking, email, e-marketing, campaigns, and social outreach.
• Qualify leads/contacts based on defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts.
• Learn and demonstrate a fundamental understanding of the Workiva platform, clearly articulating its capabilities and advantages to decision-makers and influencers across multiple business disciplines.
• Understand global personas in Financial Transformation, Accounting, Finance, IT, and Sustainability Reporting.
• Drive attendance to events (webinars, roadshows, Amplify, conferences, etc.) and provide post-event follow-up, as well as creating unique events in territory that result in Qualified Pipeline.
• Develop and maintain a current understanding of Workiva’s latest product offerings and competitive product/market knowledge.
• Partner closely with Account Executives to develop ongoing engagement strategies with assigned customer and prospect accounts to drive revenue goals.
• Meet or exceed quarterly goals for opportunity targets, revenue, and weekly/monthly performance activity indicators.
• Maintain active engagement with existing customers and non-customers to increase interest in additional uses for the Workiva platform by understanding their key initiatives and pain points.
• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications).

Requirements

• Minimum of an Associate’s degree.
• Minimum of 5 years of related experience in Sales Development.

Preferred Qualifications

• Experience in a SaaS Sales environment.
• Experience with Salesforce CRM, Salesloft, ZoomInfo, and LinkedIn Sales Navigator.
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor.
• Self-motivated with a strong propensity for action, results, and continuous improvement.
• Ability to work successfully in a high-energy, fast-paced, rapidly changing environment.
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure.
• Proven track record of creating revenue-generating opportunities and quota attainment.
• Proven ability to understand and successfully promote technical offerings and solution sets.
• Capable of learning, developing, and integrating skills in an online training environment.

Travel Requirements & Working Conditions

• Up to 10% travel.
• Reliable internet access for any period of time working remotely, not in a Workiva office.

Pay

On Target Earnings (OTE) range in the US: $85,000.00 - $127,000.00 USD annually. Eligible for commission based on sales performance. Restricted Stock Units granted at time of hire.

Benefits

• 401(k) match and comprehensive employee benefits package.