Job SummaryThe Area Sales Director delivers sales results on pre-determined revenue targets through leadership and management of oneself and the Regional Sales Directors. Utilizing their influence, the Area Sales Director performs a strategic leadership role by directing Regional Sales Directors to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to the customer. As the forefront leader who interacts with customers, the Area Sales Director is always ‘on’ stage and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally. The Area Sales Director determines and meets with strategically important customers to qualify and close new business. They also ensure that the Regional Sales Directors are operating at a high level of performance and prioritize opportunities in accordance to company objectives. Specific responsibilities include: coaching skills, sales management, and financial management. Key accountabilities include delivering sales results, ensuring the customer experience is met and providing effective communication (deliver the good and bad news) internally and externally.ResponsibilitiesPeople Management: Builds a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individualsProvides employees with coaching, feedback, and developmental opportunities to enhance their skills, motivation, and performanceRewards superior team and individual performance in ways that enhance employee engagement, commitment, and satisfactionMaintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and customer needs to fulfill the company visionMatches staff skills and talent to tasks to ensure optimal engagement and performanceEstablishes and maintain relationships and effectively communicate with customers, business unit leaders and senior management to raise visibility and ensure collaboration with appropriate key stakeholdersManages operations staffing, including recruitment, supervision, scheduling, development, evaluation, and disciplinary actionsDelivers Sales Results: Provides foresight and insight by promoting, identifying and helping to set appointments for opportunities with existing Enterprise accountsEnsures Regional Sales Directors have accurate data to set appointments with existing customer’s decision makers to discuss Workiva solutionsPerceives and provides insight to customers known or unknown needs in order to identify new or potential opportunitiesHelps close new sales opportunities with existing Enterprise accounts based on customer’s known or unknown needsCommunicates timely to account managers with identified problem areas so that Workiva can deliver on pre-determined, existing solutionsReporting and Execution: Gathers and analyzes field data that identifies existing customer needsUtilizes leadership and management skills to close gaps between actual and desired resultsEnsures Enterprise Account Managers have specific direction on closing new business with existing accountsMeasures progress toward predetermined result areas, i.e. servicing existing account needsPerforms sales forecasting and pipeline managementMaintains a strong knowledge of Workiva products through a commitment to ongoing trainingWhat You'll NeedSkillsMulti-tasking capabilityInitiative and ambitionIntellectual curiosityDealing with ambiguityManaging a diverse team of sales professionals Experience5+ years of progressive sales management experience, preferably in the software or technology areas3 - 5+ years of proven sales growth in the field selling Software as a Service productsDemonstrated success with overcoming seemingly insurmountable obstacles to deliver results on timeEducationB.A./B.S. degree strongly encouraged; business, general management, computer science, or related field preferredSignificant work experience in a relevant area can serve in lieu of degreeTravel RequirementUp to 70% travel in the field with Regional Sales Directors requiredWorking Conditions & Physical RequirementsDepending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this positionReliable internet access for any period of time working remotely, not in a Workiva office.How You’ll Be Rewarded:Salary range in the US: $101,000.00 - $172,000.00Eligible for commission based on sales performanceRestricted 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-EK1
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