Note: The job is a remote job and is open to candidates in USA. Workiva is a company that provides a platform designed to bring confidence and control to complex organizations. The Account Executive - SLED role focuses on obtaining new business and expanding customer relationships within the State, Local, Higher Education, and Non-Profit sectors by selling Workiva’s core platform and collaborating with internal sales teams.

Responsibilities

• Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
• Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions
• Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution
• Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
• Reports Customer Contacts: Updates customer relationship management tools regularly and timely
• Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
• Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
• Optimizes Internal Resources: Gathers internal support to pursue an account
• Prioritizes selling activities and follows through in a timely fashion
• Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training

Skills

• 4+ years sales experience in a related role selling to Executive-level buyers in the State, Local, or Higher Education sectors
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Experience with MEDDPICC, Command of the Message, or similar sales methodologies
• Understanding of the Software as a Service (SaaS) business model
• Experience selling to office of the CFO and/or CIO
• 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 how to 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

Benefits

• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package
• Up to 50% Travel
• Reliable internet access for any period of time working remotely, not in a Workiva office
• Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

Company Overview

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