Senior Account Executive – State Government

This is a fully remote position, open to applicants in Illinois, +3 more states.

📋 Description

• Acquire new business and expand customer sales opportunities from executive-level buyers and influencers within State Government clients.

• Market Workiva’s core platform and work in collaboration with Workiva Solution Sales teams to deliver multi-solution sales.

• Establish relationships and identify Workiva products and solutions that fulfill customer requirements.

• Drive customer acquisition in an assigned territory through new customer subscriptions, professional services, delivery, and training.

• Actively prospect while strategically collaborating with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities.

• Deliver compelling demonstrations of the Workiva platform based on needs assessment.

• Identify objections, eliminate obstacles, and address client challenges.

• Guide the sales process to closure by showcasing Workiva’s value proposition.

• Regularly and promptly update customer relationship management tools.

• Provide accurate forward-looking sales information through pipeline analysis.

• Plan and execute sales strategies to finalize sales.

• Gather internal support to pursue accounts.

• Prioritize sales activities and ensure timely follow-up.

• Maintain a strong understanding of Workiva solutions through continuous training.

⛳️ Requirements

• 6+ years of 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 an equivalent combination of knowledge and relevant career experience.

• Familiarity with the Software as a Service (SaaS) business model.

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

• Background in selling to the office of the CFO and/or CIO at State Government clients.

• Ability to demonstrate complex software applications.

• Strong business acumen and capability to understand intricate business issues.

• Executive presence with the ability to communicate effectively at the highest levels.

• Skill in identifying and understanding the influence of key stakeholders versus buyers and navigating sales-cycle nuances.

• Ability to manage multiple complex sales cycles concurrently.

• Proficient in negotiating pricing while focusing on retaining value.

• Proven capability for achieving and exceeding sales quota targets.

• Willingness to travel up to 50%.

• Reliable internet access for remote work not conducted in a Workiva office.

• Must be authorized to work in the U.S. on a permanent basis.

• No visa sponsorship is available.

🏝️ Benefits

• Eligible for commission based on sales performance.

• Restricted Stock Units granted upon hire.

• 401(k) match.

• Comprehensive employee benefits package.

• Flexible work location: either in-office or remotely from any location within the employee's country of employment.