Sales Enablement Principal – Governance, Risk, and Compliance

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

📋 Description

• Act as the acknowledged authority on Governance, Risk, and Compliance regulatory and market trends, buyer personas, economic factors, and competitive environment.

• Retain a thorough understanding of Workiva's GRC solutions, their advantages, limitations, and how they relate to the broader platform and portfolio.

• Convert customer requirements into solution value for both business and technical stakeholders.

• Anticipate changes in product roadmap, regulations, competitive landscape, and buyer priorities, proactively positioning the field.

• Identify enablement requirements through win/loss analysis, conversation intelligence, pipeline and deal-stage data, as well as input from sellers and Sales Leadership.

• Establish domain readiness standards for each sales role.

• Lead the development of enablement responses, encompassing scope, learning strategies, sequencing, depth, assessment criteria, and delivery methods.

• Integrate enablement responses into the Sales Academy curriculum roadmap, AI Leads' scenarios, rubrics, and knowledge architecture, or manage direct delivery.

• Facilitate and deliver domain-specific enablement directly where extensive expertise is required.

• Engage in product launch teams, influencing capability decisions, sales strategies, sales motions, value messaging, and solution positioning.

• Be responsible for the field-readiness commitment prior to launch.

• Collaborate with Product Marketing and Product Management to establish feedback mechanisms for positioning, competitive analysis, and solution capabilities.

• Maintain final authority over the accuracy of domain content across various channels.

• Review AI-generated domain content and role-play outputs for factual correctness and reasoning quality.

• Ensure a consistent domain standard across all platforms.

• Represent the domain to senior leaders in Sales, Solution Consulting, Product Management, and Product Marketing.

• Coordinate efforts with Skills Leads and Vertical Domain Leads.

• Escalate domain-related risks along with recommended solutions.

⛳️ Requirements

• At least 10 years of experience in selling, consulting, or enabling sales in the GRC domain, along with a Bachelor's degree; or 8 years with a Master's degree; or a PhD with 6 years of experience.

• Established subject matter expertise in Governance, Risk, and Compliance through direct customer interaction, product knowledge, or consulting experience.

• Proficiency in understanding the domain's buyers and the regulatory or market drivers.

• Proven ability to relate enterprise software solutions to customer needs within the domain.

• Capacity to engage in credible discussions with both business buyers and technical evaluators.

• Strong analytical skills, including the ability to analyze conversation intelligence, pipeline data, and win/loss statistics.

• Competence in facilitating and delivering technical or domain-specific content effectively to sellers and solution consultant audiences.

• Experience in influencing product, marketing, or go-to-market strategies.

• Familiarity with MEDDPICC, Command of the Message, and Demo2Win methodologies.

• Experience in designing or leading enablement, learning, or readiness initiatives.

• Knowledge of adult learning principles.

• Credibility and presence with Senior Leadership, demonstrating the ability to influence decisions.

• Ability to work well in uncertain environments.

• Working knowledge of AI role-play, coaching, and conversation intelligence platforms such as Gong Enable and Highspot Nexus.

• Judgement to identify significant inaccuracies or misleading AI-generated domain reasoning and recommend corrections.

• Proficient in using general-purpose AI assistants for research, drafting, and analysis tasks.

• Experience with Highspot, Salesforce, and Gong.

• Familiarity with Claude Enterprise.

• Willingness to travel up to 20% of the time.

• Reliable internet connection when working remotely outside of a Workiva office.

🏝️ Benefits

• An annual discretionary bonus typically awarded.

• Restricted Stock Units granted upon hiring.

• 401(k) matching program.

• Comprehensive employee benefits package.

• Flexibility to work remotely from any location within your country of employment.

• Reasonable accommodations available for applicants with disabilities.