The Director of Commercial Strategy is a leadership role responsible for leading our commercial strategy efforts, driving growth, and maximizing profitability. This role is critical in shaping the company’s future and impacting our company’s growth and success by developing and executing effective strategies that align with our business goals and objectives. The ideal candidate possesses strong leadership skills, a deep understanding of commercial strategy, experience building the policies and framework for scaling commercial strategy operations, and a proven track record of people management and negotiation.This role works closely with cross-functional teams, including Sales, Legal, Product Management, Marketing, Accounting, and other operational teams to identify new business opportunities, optimize commercial structures, promote positive business outcomes, and ensure the overall success of our commercial efforts. What You'll Do:People ManagementLead, motivate, and inspire a team of commercial strategists by providing guidance, coaching, and mentorship while fostering a high-performance culture.Foster a high-performance culture within the team, promoting professional development, knowledge sharing, and accountability.Encourage a collaborative and innovative environment that promotes idea generation, experimentation, and continuous improvement within the team.Set clear goals and objectives, establish swimlanes and performance metrics, and provide regular feedback to ensure the team’s success and professional growth along with the successful implementation of commercial strategies.Develop training programs and provide strategic guidance to enhance the team’s knowledge and skills in commercial strategy, market analysis, identifying business opportunities, and developing actionable recommendations.Act as a liaison between the commercial strategy team and executive leadership, ensuring alignment with the company’s overall vision and objectives. Develop and Execute Commercial Strategy:Collaborate with cross-functional leaders across the organization to design and execute strategic market positioning and commercial structuring strategies.Join Sales and Product leadership in defining target accounts, customer segments, and value propositions as well as gather competitive intelligence, and customer insights to identify new business opportunities and potential areas for growth.Build a framework in partnership with cross-functional stakeholders (Sales, Value Management, Deal Desk, Accounting, Legal, etc.) that defines roles and responsibilities, rules of engagement, commercial guidelines, and policies. Develop comprehensive commercial strategies to capitalize on market trends, improve market positioning, and drive revenue growth while considering market dynamics and customer value perception.Research and analyze customer needs, market conditions, and competitive landscape to inform and refine negotiation strategies and maximize values for both parties.Translate market insights into actionable plans that are scalable and trackable.Negotiations:Serve as the key escalation point for high-level customer negotiations, working closely with direct reports and Sales leaders to develop and execute effective negotiation strategies at the account level.Support team in driving complex contract negotiations with key external and internal stakeholders, ensuring mutually beneficial and balanced outcomes for both Workiva and our clients. Develop strong relationships with internal business partners to expand business opportunities, enhance collaboration, and drive revenue growth.Identify potential risks and proactively negotiate risk mitigation strategies to protect the company’s interests while still delighting our customers. Act as a subject matter expert in customer negotiation strategies, providing guidance and support to team members and internal teams to improve their negotiation effectiveness.Ensure all contractual terms and conditions are favorable and aligned across internal stakeholder teams and within the company’s risk tolerance and policies.Productivity Management and Analytics:Partner with Sales leadership to conduct comprehensive business analysis to evaluate the effectiveness of commercial strategies and initiatives, identifying areas for improvement and refinement. Monitor key performance indicators (KPIs), financial metrics, and market trends to assess the success of commercial strategies and make data-driven recommendations.Provide regular reports and presentations to the executive team, highlighting the performance of commercial initiatives and outlining future opportunities. What You'll NeedEducation Undergraduate Degree or equivalent combination of education and experience in a related field. SkillsExcellent verbal, written, and interpersonal communication skillsAbility to build internal and external relationships, influence change, and ensure alignment at all levels and across various departmentsDedicated to excellent customer service and efficient time management while managing multiple priorities in a fast-paced, changing environmentExcellent listening, written, and verbal communication skills with ability to synthesize and effectively articulate concepts to stakeholdersAbility to remain courteous and kind while also direct and honest during high-stress end-of-quarter times with both internal and external stakeholdersCan quickly identify gaps, demonstrate excellent critical thinking capabilities, and act quickly with strategic and creative problem-solvingExperience10+ years of progressive and proven experience in Commercial Strategy, Contract Management, and/or customer-facing negotiations, preferably within a fast-paced, high-growth, global technology company5+ years of demonstrated experience in people management (including remote employees and supervisor experience of managers), leading and developing high-performing teams, managing multiple initiatives, and being accountable for personal and team results. Experience defining guidelines, policies, roles and responsibilities, and building an operating model for commercial strategy.Strong negotiation skills with a track record of successfully closing complex deals.Excellent analytical and problem-solving abilities, with a data-driven approach.Exceptional communication and presentation skills, with the ability to influence and engage stakeholders at all levels and build strong relationships with Legal, Accounting, Product & Marketing, and Services teams.Strategic thinker with a deep understanding of market dynamics and the ability to anticipate market trends and provide recommendations on how to approach them.Proactive and results-oriented with the ability to thrive in a fast-paced, challenging environment. Global commercial experience supporting remote and local Enterprise SaaS sales teams preferred.Working knowledge of ASC 606 Revenue Accounting guidelines.CRM, CPQ, and CLM experience is strongly preferred.TravelUp to 20% for internal or customer-facing meetings, training, and other requirementsWorking Conditions & Physical RequirementsReliable internet access for any period of time working remotely, not in a Workiva office#LI-REMOTEHow You’ll Be Rewarded:Salary range in the US: $147,000.00 - $250,000.00A discretionary bonus typically paid annuallyRestricted Stock Units granted at time of hire401(k) match and comprehensive employee benefits packageThe salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.Where You’ll WorkOur values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.Customer Success: Always delight our customers.Trust: Rely on each other. Integrity: Do the right thing, every time. Collaboration: Share resources and work together. Innovation: Keep creating solutions and finding better ways. Inclusion: Support a diverse community where we all belong. Accountability: Be responsible for your success and failure.We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.At Workiva, you’ll enjoy: Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and moreWork-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work. Learn more about life at Workiva: https://www.linkedin.com/company/workiva/Learn more about benefits: https://www.workiva.com/careers/benefits Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com. Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.#LI-RM1
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