Workiva

Sales Director – Major Accounts

Workiva

full-time

Posted on:

Location Type: Remote

Location: Illinois • Massachusetts • United States

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Salary

💰 $308,000 - $500,000 per year

Job Level

Lead

About the role

  • Develop personalized coaching plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
  • Mentor and encourage a growth mindset amongst the team
  • Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
  • Assess and set account territory priorities for the team
  • Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
  • Use data to monitor performance and identify trends or areas for improvement
  • Develop sales plans, strategies, and tactics that align with company goals and customer needs
  • Observe, assess and monitor seller outreach, deal pipeline and deal quality
  • Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
  • Build relationships with external customers, prospects and partners, to support the go-to-market strategy
  • Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
  • Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
  • Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

Requirements

  • 10+ years experience in sales, business administration, or related field
  • Undergraduate degree or equivalent combination of education and experience in a related field
  • 5+ years of progressive sales management experience, preferably in the software or technology areas
  • Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions
  • Ability to provide deal support and guidance to sellers on enterprise accounts selling into business lines as well as technical leadership (CIO/CTO)
  • Ability to manage and coach a diverse team of sales professionals
  • Exceptional communication skills and business acumen
  • Executive presence with the 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 lead your team to manage multiple complex sales cycles simultaneously
  • Ability to negotiate pricing with a focus on retaining value
Benefits
  • On Target Earnings (OTE) range in the US: 308,000.00 - 500,000.00 USD Annual
  • 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 managementsales forecastingsales strategy developmentperformance monitoringdeal supportnegotiationaccount territory managementdata analysiscomplex technology salessoftware solutions sales
Soft Skills
coachingmentoringcommunicationteamworkcollaborationleadershiprelationship buildingfeedbackbusiness acumengrowth mindset