Account Development Representative – Federal Government

What You’ll Do

• Provide extensive research and intelligence within target Federal agencies and sub-agencies to identify key decision-makers and critical program information through people mapping exercises.
• Possess the ability to prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas.
• Qualify leads/contacts based upon specifically 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 and clearly articulate its capabilities, security postures (FedRAMP), and advantages to government decision-makers and influencers.
• Drive attendance and attend various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and provide post-event follow-up.
• Develop and maintain a current understanding of Workiva’s las product offerings, competitive market knowledge, and federal compliance standards.
• Meet or exceed quarterly goals for number of opportunity targets, revenue, and weekly/monthly performance activity indicators.
• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications).

What You’ll Need

• Minimum Qualifications: Associate’s degree in a related field, minimum of 5 years of related experience in Sales Development, with a focus on the Public Sector/Federal market.
• Preferred Qualifications: Proven experience in a SaaS Sales environment, specifically selling FedRAMP-authorized solutions into Federal Civilian and/or DoD agencies, familiarity with Federal procurement processes, timelines, and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS), Salesforce CRM, Gong, ZoomInfo, GovWin (or similar gov-intelligence tools), and LinkedIn Sales Navigator experience are strongly preferred.
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor suitable for interacting with government officials and GS-level leaders.
• Self-motivated with a strong propensity for action, results, and navigating the complexities of government bureaucracies.
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet strict federal deadlines.
• Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment.

Travel Requirements and Working Conditions

• 25% Travel for internal meetings.
• Reliable internet access for any period of time, working remotely and not in a Workiva office.

How You’ll Be Rewarded

• On Target Earnings (OTE) range in the US: 85,000.00 - 127,000.00 USD Annual
• Eligible for commission based on sales performance
• Raised Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package

Why Join Workiva

• Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations.
• Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on.
• With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.
• At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny.