TheSenior Strategic Account Executiveis responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Senior Strategic Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts.
Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.You will engage with both existing and new clients - leveraging Workiva’s platform to meet their complex business needs.
The ideal candidate will have a proven track record in enterprise platform sales, exceptional strategic thinking abilities, and a deep understanding of the top tier organisations in the region.
In this role you will focus on new customer acquisition and strategic account development across the DACH region with a particular focus on large Automotive clients.
What You’ll Do
1. Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
2. Utilise information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform
3. Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges
4. Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition
5. Regularly and promptly update customer relationship management tools to report customer contacts
6. Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
7. Develop and deliver strategic account planning with purposeful action to secure sales success
8. Rally internal support to pursue an account and optimize internal resources
9. Prioritize selling activities and ensure timely follow-through
10. Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
11. Share knowledge, successes, lessons learned and best practices with peers across teams - including serving as a mentor to peers
What You'll Need
Minimum Qualifications
12. 8+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts
13. Undergraduate Degree or equivalent combination of knowledge and related career experience
14. Fluency in German & English
Preferred Qualifications
15. Understanding of the Software as a Service (SaaS) business model
16. Ability to demonstrate complex software applications
17. Demonstrated experience navigating and delivering sales success across large, enterprise organizations
18. Strong business acumen and an ability to understand complex business challenges
19. Executive presence and an ability to communicate at the most senior level
20. Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
21. Ability to manage multiple complex sales cycles simultaneously
22. Ability to negotiate pricing with a focus on retaining value
23. Consistent demonstration and capability for achieving (and exceeding) sales quota targets
24. Experience selling into the Automotive sector would be desirable
Travel Requirement & Working Conditions
25. Up to 30% travel for regular customer meetings and events
26. Reliable internet access required for any period of time working remotely and not in a Workiva office
Workiva is an Equal 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, gender identity, race, religion, disability status, sexual orientation, 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 .
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
#LI-MC1