Solution Sales Executive - Governance, Risk, and Compliance

Summary

Workiva provides an AI-powered platform that unifies finance, risk, and sustainability to help complex organizations manage trusted data, risks, and regulatory needs. The Solution Sales Executive will drive new business and customer expansion for Workiva’s Governance, Risk, and Compliance solutions by engaging executive buyers, identifying customer needs, demonstrating solutions, managing sales cycles, and closing opportunities within an assigned territory.

Responsibilities

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities
• Present to Customers: Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions
• Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
• Close Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva
• Report Customer Contacts: Regularly update customer relationship management tools
• Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment
• Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale
• Optimize Internal Resources: Gather internal support for pursuing an account
• Prioritize selling activities and follow through in a timely fashion
• Maintain a strong knowledge of Workiva solutions through ongoing training

Skills

• 4 years of experience in a related role, selling to or consulting with Executive-level buyers around governance, risk, and compliance
• Undergraduate degree or equivalent combination of experience and education in a related field
• Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests
• Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements
• Candidates must be authorized to work in the U.S. on a permanent basis
• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Strong business acumen and ability to understand complex business issues
• Executive presence; ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
• Ability to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value
• Capability for achieving (and exceeding) sales quota targets

Qualifications

Must Haves

• 4 years of experience in a related role, selling to or consulting with Executive-level buyers around governance, risk, and compliance
• Undergraduate degree or equivalent combination of experience and education in a related field
• Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests
• Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements
• Candidates must be authorized to work in the U.S. on a permanent basis

Nice to Haves

• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Strong business acumen and ability to understand complex business issues
• Executive presence; ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
• Ability to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value
• Capability for achieving (and exceeding) sales quota targets

Benefits

• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package
• Flexible work arrangements, working either from an office or remotely from any location within the employee's country of employment