Strategic Account Executive – Financial Services

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Stellenbeschreibung:

Develop, own, and execute a strategic territory plan designed to expand Workiva’s footprint across large Financial Services institutions within an assigned patch.
Build and maintain a healthy pipeline of qualified opportunities by working closely with Workiva’s matrix team, including Solution Sales overlays, Inside Sales, Solution Engineering, Partnerships, Customer Success, and Marketing.
Identify expansion opportunities across existing customer relationships by understanding each account’s business priorities, organizational structure, buying process, current platform usage, and long‑term strategic initiatives.
Engage and align with executive‑level stakeholders, including C‑suite leaders and senior business owners, to understand key initiatives, uncover business challenges, and position Workiva as a strategic platform partner.
Manage complex enterprise sales cycles from initial discovery through close, applying a strong understanding of MEDDICC/MEDDPICC principles to qualify opportunities, identify decision criteria, build consensus, and drive predictable outcomes.
Partner with Solution Consulting (Solutions Engineering) and Solution Sales Executives to translate customer needs into compelling Workiva platform demonstrations, business cases, and value‑based recommendations.
Anticipate and address customer objections by understanding the underlying business, technical, commercial, and organizational challenges that may impact deal progression.
Coordinate internal resources across Sales, Solutions, Services, Partnerships, Legal, Deal Desk, Customer Success, and Executive Leadership to support account strategy and advance priority opportunities.
Maintain disciplined pipeline management, accurate CRM hygiene, and reliable forecasting by providing timely updates, clear next steps, and thoughtful forward‑looking deal analysis.
Prioritize high‑impact selling activities, consistently follow through on customer and internal commitments, and maintain a strong command of Workiva’s platform, solutions, market position, and Financial Services use cases.

Requirements

6 years of sales experience in a related role, selling to Executive‑level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales
Bachelor's degree or equivalent relevant career experience
Understanding of the Software as a Service (SaaS) business model
Capability for achieving (and exceeding) sales quota targets
Experience selling to the office of the CFO
Experience selling to Financial Services Customers
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