Position summary

The Senior Solution Sales Executive is responsible for obtaining new business and customer expansion sales opportunities from executive-level buyers and influencers in private and publicly traded companies. Focused on Workiva's sustainability solution portfolio, you will collaborate with other Workiva sales teams to deliver multi-solution sales, build relationships, and identify products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery, and training.

Why this role matters

This role drives adoption of Workiva's sustainability platform among enterprise customers who depend on trusted, auditable ESG reporting. By identifying opportunities, demonstrating the platform's value to senior buyers, and closing complex deals, you help organizations meet their sustainability reporting needs while growing Workiva's business.

Key responsibilities

• Pipeline generation: Actively seek out sales opportunities with peer Sales, Inside Sales, and Partnerships to generate qualified pipeline.
• Demonstrations: Use needs-analysis insights to deliver compelling demonstrations of the Workiva platform.
• Objection handling: Address customer objections, remove obstacles, and find solutions to client challenges.
• Sales process: Lead the sales process to a close by showcasing Workiva's value proposition, and develop and execute a purposeful sales strategy.
• Forecasting: Keep CRM tools updated and provide accurate, forward-looking pipeline analysis to forecast sales.
• Internal coordination: Rally internal support and optimize resources to pursue accounts, prioritize selling activities, and ensure timely follow-through.
• Knowledge and best practice: Maintain a strong understanding of Workiva products through ongoing training and share successes and best practices with peers.

Team and stakeholders

You will collaborate with peer Sales teams, Inside Sales, and Partnerships, and engage executive-level buyers and influencers across large enterprise customer accounts.

Key details

• Travel: Up to 30 percent for customer meetings and events.
• Working conditions: Reliable internet access required for any period working remotely and not in a Workiva office.

Requirements:

• 6+ years of experience in a related role, such as enterprise technology or similar complex solution sales across large customer accounts.
• Undergraduate degree or an equivalent combination of knowledge and related experience.
• Preferred: understanding of the SaaS business model; ability to demonstrate complex software; a track record of enterprise sales success; strong business acumen and executive presence; the ability to navigate influencers versus buyers and manage multiple complex sales cycles; and a capability for achieving and exceeding sales quotas.