Account Executive – Corporate Commercial Acquisitions

Responsibilities

• Actively seek out sales opportunities in collaboration with peer sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
• Utilize information gathered during the needs analysis phase and partner with the Solutions Consulting team to deliver a compelling demonstration of the Workiva platform
• Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges
• Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition
• Regularly and promptly update customer relationship management tools to report customer contacts
• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
• Develop and execute a sales strategy with purposeful action to secure the sale
• Rally internal support to pursue an account and optimize internal resources
• Prioritize selling activities and ensure timely follow-through
• Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

Requirements

• 4+ years experience in a related role - enterprise technology or similar complex solution sales
• Capability for and track record of achieving (and exceeding) sales quota targets
• Strong experience and interest in a business development/new logo hunting
• Demonstrated experience navigating and delivering sales success with new logo customers
• Understanding of the Software as a Service (SaaS) business model
• Ability to demonstrate complex software applications
• Strong business acumen and an ability to understand complex business challenges
• Executive presence and an 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