Account Executive - Corporate Financial Services - Expansions

About the role

As an Account Executive focused on Corporate Financial Services Expansions, you will secure customer expansion sales opportunities from executive-level buyers and influencers in the Financial Services vertical. You will sell Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales. Your role involves building relationships, identifying Workiva products and solutions that meet customer needs, and driving customer acquisition within an assigned territory. Sales growth is achieved through new customer subscriptions, professional services, delivery, and training.

Responsibilities

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline.
• Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform.
• Skillfully address customer objections, remove obstacles, and find solutions to client challenges.
• Lead the sales process naturally, guiding it to a close by effectively showcasing Workiva's value proposition.
• Regularly and promptly update customer relationship management tools to report customer contacts.
• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales.
• Develop and execute a sales strategy with purposeful action to secure the sale.
• Rally internal support to pursue an account 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.

Requirements

• Minimum of 4+ years of sales experience in a related role selling to Executive-level buyers, such as enterprise technology, Software as a Service (SaaS), or similar complex solution sales.
• Undergraduate Degree or equivalent combination of knowledge and related career experience.

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model.
• Experience selling to Investment Customers.
• Experience selling to customers in the Insurance vertical and familiarity with NAIC, insurance statutory reporting, etc.
• Experience selling to the office of the CFO.
• Ability to demonstrate complex software applications.
• Strong business acumen and ability to understand complex business challenges.
• Executive presence; ability to communicate at the most senior level.
• Ability to identify and understand the power of influencers versus buyers and 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.
• Capability for achieving (and exceeding) sales quota targets.

Schedule

• Up to 30% travel for regular customer meetings and events.
• Reliable internet access required for any period of time working remotely, not in a Workiva office.

Workiva will not provide visa sponsorship for this position. Candidates must be authorized to work in the U.S. on a permanent basis.

Pay

On Target Earnings (OTE) range in the US: $172,000.00 - $280,000.00 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.