Lead Account Executive

As a Lead Account Executive, you will serve as an individual contributor in enterprise software sales, focusing on new business development within a collaborative team environment. Your primary responsibility will be to secure new business and expand customer relationships with Executive-level buyers and influencers in both private and publicly traded companies.To succeed in this role, you will need to establish connections and identify Workiva solutions and services that meet customer needs, helping to drive customer acquisition within your designated territory. You will achieve sales growth through new customer subscriptions, professional services, delivery, and training.What You’ll DoActively seek sales opportunities in collaboration with Inside Sales, Solution Sellers, and Partnerships to generate qualified opportunitiesPresent 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 solutionsWork with partners : Engage and work with Workiva partner base for sourcing and influence of license opportunities within prospective clients and customers Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solutionClose Sales: Guide the sales process to closure by demonstrating the value propositions of WorkivaReport Customer Contacts: Regularly update customer relationship management toolsForecast Sales: Provide consistent and accurate forward-looking information through pipeline assessmentPlan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the saleOptimize Internal Resources: Gather internal support for pursuing an accountPrioritize selling activities and follow through in a timely fashionMaintain a strong knowledge of Workiva solutions through ongoing trainingWhat You'll NeedMinimum Qualifications10  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 salesBachelor's degree or equivalent relevant career experiencePreferred QualificationsUnderstanding of the Software as a Service (SaaS) business modelExperience selling to the office of the CFO,CRO and Sustainability leadership Ability to demonstrate complex software applicationsStrong business acumen and ability to understand complex business issuesExecutive presence; ability to communicate at the most senior levelAbility 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 simultaneouslyAbility to negotiate pricing with a focus on retaining valueCapability for achieving (and exceeding) sales quota targetsTravel Requirements and Working ConditionsWillingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interestsReliable internet access for any period of time working remotely, as we embrace flexible work arrangementsWorkiva is an Equal Employment Opportunity 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.  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 employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.#LI-A1