Workiva

Senior Account Executive – Local Government

Workiva

full-time

Posted on:

Location Type: Remote

Location: Iowa • Minnesota • United States

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Salary

💰 $212,000 - $344,000 per year

Job Level

Senior

About the role

  • Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
  • 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
  • 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
  • Naturally leads the sales process to a close by demonstrating Workiva's value proposition
  • Updates customer relationship management tools regularly and timely
  • Provides consistent and accurate forward-looking information though pipeline analysis
  • Plans and executes sales strategy with purposeful action to complete the sale
  • Gathers internal support to pursue an account
  • Prioritize selling activities and follows through in a timely fashion
  • Maintain a strong knowledge of Workiva solutions through a commitment to ongoing training

Requirements

  • 6+ years sales experience in a related role selling enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the SLED market
  • 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 at SLED customers
  • Ability to demonstrate complex software applications
  • Strong business acumen and 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales experienceenterprise technology salesSoftware as a Service (SaaS)MEDDPICCCommand of the Messagecomplex software applicationspipeline analysissales strategy executionnegotiationsales quota achievement
Soft Skills
business acumenexecutive presencecommunicationinfluencer navigationproblem-solvingtimelinessleadershipprioritizationcollaborationcommitment to training