Senior Account Executive - Federal

divh2Senior Account Executive - Federal/h2pThe Senior Account Executive - Federal is an individual-contributor account executive role as an enterprise software seller, heavily focused on new business selling in a team sales matrix environment. Senior Account Executives are responsible for obtaining new business and customer expansion from executive-level buyers and influencers./ppSuccessful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a specific territory. Sales growth is attained through new customers, new solutions, professional services, delivery and training./ppstrongWhat Youll Do/strong/pulliActively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities/liliPresents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions/liliHandles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution/liliCloses Sales: Naturally leads the sales process to a close by demonstrating Workivas value proposition/liliReports Customer Contacts: Updates customer relationship management tools regularly and timely/liliForecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis/liliPlans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale/liliOptimizes Internal Resources: Gathers internal support to pursue an account/liliPrioritizes selling activities and follows through in a timely fashion/liliMaintains a strong knowledge of Workiva solutions through a commitment to ongoing training/li/ulpstrongWhat Youll Need/strong Minimum Qualifications/pulli6+ years sales experience in a related role selling enterprise technology, Software as a Service (SaaS) or similar complex solution sales to the public sector market/liliUndergraduate Degree or equivalent combination of knowledge and related career experience/liliExperience with MEDDPICC, Command of the Message, or similar sales methodologies/li/ulpPreferred Qualifications/pulliUnderstanding of the Software as a Service (SaaS) business model/liliAbility to demonstrate complex software applications/liliStrong business acumen and ability to understand complex business issues/liliExecutive presence; ability to communicate at the most senior level/liliAbility to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle./liliAbility to manage multiple complex sales cycles simultaneously/liliAbility to negotiate pricing with a focus on retaining value/liliCapability for achieving (and exceeding) sales quota targets/li/ulpstrongTravel Requirement Working Conditions/strong/pulliUp to 30% Travel/liliReliable internet access for any period of time working remotely, not in a Workiva office/li/ulpstrongHow Youll Be Rewarded/strong/ppOn Target Earnings (OTE) range in the US: 212,000.00 - 344,000.00 USD Annual/ppEligible for commission based on sales performance/ppRestricted Stock Units granted at time of hire/pp401(k) match and comprehensive employee benefits package/ppThe 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./ppEmployment 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./ppWorkiva 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./ppWorkiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards./p/div