Note: The job is a remote job and is open to candidates in USA. Workiva is a platform designed to bring confidence, control, and a competitive edge to complex organizations. The Strategic Account Executive will drive growth across Workiva’s strategic Financial Services accounts by expanding existing customer relationships and developing strategic account plans.
Responsibilities
- Develop, own, and execute a strategic territory plan designed to expand Workiva’s footprint across large Financial Services institutions within an assigned patch
- Build and maintain a healthy pipeline of qualified opportunities by working closely with Workiva’s matrix team, including Solution Sales overlays, Inside Sales, Solution Engineering, Partnerships, Customer Success, and Marketing
- Identify expansion opportunities across existing customer relationships by understanding each account’s business priorities, organizational structure, buying process, current platform usage, and long-term strategic initiatives
- Engage and align with executive-level stakeholders, including C-suite leaders and senior business owners, to understand key initiatives, uncover business challenges, and position Workiva as a strategic platform partner
- Manage complex enterprise sales cycles from initial discovery through close, applying a strong understanding of MEDDICC/MEDDPICC principles to qualify opportunities, identify decision criteria, build consensus, and drive predictable outcomes
- Partner with Solution Consulting (Solutions Engineering) and Solution Sales Executives to translate customer needs into compelling Workiva platform demonstrations, business cases, and value-based recommendations
- Anticipate and address customer objections by understanding the underlying business, technical, commercial, and organizational challenges that may impact deal progression
- Coordinate internal resources across Sales, Solutions, Services, Partnerships, Legal, Deal Desk, Customer Success, and Executive Leadership to support account strategy and advance priority opportunities
- Maintain disciplined pipeline management, accurate CRM hygiene, and reliable forecasting by providing timely updates, clear next steps, and thoughtful forward-looking deal analysis
- Prioritize high-impact selling activities, consistently follow through on customer and internal commitments, and maintain a strong command of Workiva’s platform, solutions, market position, and Financial Services use cases
Skills
- 6 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
- Bachelor's degree or equivalent relevant career experience
- Understanding of the Software as a Service (SaaS) business model
- Capability for achieving (and exceeding) sales quota targets
- Experience selling to the office of the CFO
- Experience selling to Financial Services Customers
- 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
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 30% travel for regular customer meetings and events
- Reliable internet access required for any period of time working remotely and 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.
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