Solution Sales Executive - Governance, Risk, and Compliance
About the Role
This Solution Sales Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers. Solution sellers focus on a specific portfolio of Workiva solutions and collaborate with other Workiva sales teams to deliver multi-solution sales. The role drives customer acquisition within an assigned territory through new customer subscriptions, professional services, delivery, and training. This position will concentrate on Workiva’s Governance, Risk, and Compliance (GRC) suite of solutions for the Corporate Commercial team.
Responsibilities
- Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities.
- Present to customers: Utilize information gathered during the needs analysis phase to deliver compelling demonstrations of the Workiva platform, creating customer belief in the necessity of Workiva solutions.
- Handle objections: Skillfully address objections, removing obstacles to gain commitment and solve client problems with the best possible solution.
- Close sales: Guide the sales process to closure by demonstrating the value propositions of Workiva.
- Report customer contacts: Regularly update customer relationship management tools.
- Forecast sales: Provide consistent and accurate forward-looking information through pipeline assessment.
- Plan sales strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale.
- Optimize internal resources: Gather internal support for pursuing an account.
- Prioritize selling activities and follow through in a timely fashion.
- Maintain a strong knowledge of Workiva solutions through ongoing training.
Requirements
- Minimum of 4 years of experience in a related role, selling to or consulting with Executive-level buyers around governance, risk, and compliance.
- Undergraduate degree or equivalent combination of experience and education in a related field.
Preferred Qualifications
- Understanding of the Software as a Service (SaaS) business model.
- Ability to demonstrate complex software applications.
- Strong business acumen and ability to understand complex business issues.
- 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.
Travel Requirements and Working Conditions
- Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests.
- Reliable internet access for any period of time working remotely, as flexible work arrangements are embraced.
- 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: $143,000.00 - $230,000.00 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.
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. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.