Senior Account Executive – SLED

Workiva

Senior Account Executive responsible for selling Workiva's core platform to SLED market. Collaborating with sales teams to generate new business opportunities and drive customer acquisition.

Posted 7/18/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $212,000 - $344,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise technology sales, particularly within the Software as a Service (SaaS) model, with a strong ability to engage with senior executives and navigate complex sales cycles. Proven track record of achieving sales quotas and effectively utilizing sales methodologies such as MEDDPICC.

Highest-signal resume keywords

6+ Years Sales ExperienceEnterprise Technology SalesSaaS Business Model UnderstandingMEDDPICC Sales MethodologyExecutive Presence

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingPipeline AnalysisComplex Software DemonstrationNegotiation SkillsSales Strategy Planning

Soft Skills

Strong Business AcumenAbility to Handle ObjectionsEffective CommunicationProblem SolvingTime Management

Tools & Technologies

Customer Relationship Management Tools

Industry Keywords

SLED MarketOffice of the CFOOffice of the CIOComplex Solution SalesSales Quota Achievement

About the role

Key responsibilities & impact

Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities
Present 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
Handle 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
Close Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
Report Customer Contacts: Updates customer relationship management tools regularly and timely
Forecast Sales: Provides consistent and accurate forward-looking information though pipeline analysis
Plan Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
Optimize Internal Resources: 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

What you’ll need

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
Up to 50% Travel

Benefits

Comp & perks

On Target Earnings (OTE) range in the US: 212,000.00 - 344,000.00 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