Senior Account Executive – SLED

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

📋 Description

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

• Engage with Customers: Leverages insights gained during the needs analysis phase to deliver a persuasive demonstration of the Workiva platform, instilling a sense of necessity for Workiva solutions.

• Address Objections: Effectively identifies objections and removes challenges or barriers to secure commitment; navigates various client issues and offers the most suitable solutions.

• Finalize Sales: Seamlessly guides the sales process to closure by showcasing Workiva’s value proposition.

• Document Customer Interactions: Regularly and promptly updates customer relationship management tools.

• Sales Forecasting: Delivers consistent and accurate forward-looking insights through pipeline analysis.

• Sales Strategy Planning: Develops and executes sales strategy with intentional actions to finalize sales.

• Leverage Internal Resources: Assembles internal support to pursue an account effectively.

• Prioritize sales activities and ensures timely follow-through.

• Maintain extensive knowledge of Workiva solutions through a commitment to continuous training.

⛳️ Requirements

• Over 6 years of sales experience in a related field, focusing on enterprise technology, Software as a Service (SaaS), or similar complex solution sales directed at the SLED market.

• Bachelor’s Degree or an equivalent mix of education and relevant professional experience.

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

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

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

• Proficient in demonstrating complex software applications.

• Strong business acumen with the ability to grasp intricate business challenges.

• Executive presence; capable of communicating effectively at the highest levels.

• Skilled in identifying and understanding the influence of key stakeholders versus purchasers, and adept at navigating the subtleties of each throughout the sales cycle.

• Ability to manage multiple complex sales cycles concurrently.

• Negotiation skills focused on preserving value while discussing pricing.

• Proven capability to meet (and exceed) sales quota targets.

• Willingness to travel up to 50% of the time.

🏝️ Benefits

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

• Eligible for commissions based on sales performance.

• Restricted Stock Units awarded at the time of hire.

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