Account Executive – State, Local & Education

This is a fully remote position, open to applicants in United States.

📋 Description

• Proactively identifies sales opportunities while collaborating strategically with Inside Sales, Solution Specialists, and Partnerships to create qualified leads.

• Leverages insights gained during the needs analysis phase to deliver an engaging demonstration of the Workiva platform, fostering a strong customer belief in the necessity of Workiva solutions.

• Effectively addresses objections and removes barriers to secure commitment; adeptly resolves various client challenges to present the optimal solution.

• Seamlessly guides the sales process toward closure by showcasing Workiva’s value proposition.

• Regularly updates customer relationship management tools in a timely manner.

• Provides consistent and accurate forward-looking insights through pipeline analysis.

• Formulates and executes a sales strategy with intentional actions to finalize the sale.

• Secures internal resources to pursue an account effectively.

• Prioritizes sales activities and ensures timely follow-through.

• Maintains a comprehensive understanding of Workiva solutions through a commitment to continuous training.

⛳️ Requirements

• Minimum of 4 years of sales experience in a related role, targeting Executive-level buyers in the State, Local, or Higher Education sectors.

• Bachelor's Degree or an equivalent combination of knowledge and relevant career experience.

• Familiarity with MEDDPICC, Command of the Message, or similar sales methodologies.

• Knowledge of the Software as a Service (SaaS) business model.

• Experience selling to the office of the CFO and/or CIO.

• Ability to demonstrate complex software applications effectively.

• Strong business acumen and capacity to comprehend intricate business challenges.

• Executive presence; capability to communicate effectively at senior levels.

• Skill in identifying and understanding the influence of stakeholders versus buyers, and navigating the complexities of each throughout the sales cycle.

• Proficient in managing multiple complex sales cycles concurrently.

• Negotiation skills focused on retaining value while discussing pricing.

• Proven ability to achieve (and surpass) sales quota targets.

🏝️ Benefits

• Eligible for commission based on sales performance.

• Restricted Stock Units awarded at the time of hire.

• 401(k) matching and a comprehensive employee benefits package.