The Senior Strategic Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in public and government institutions. 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 their customer region.

This role is focused on public sector sales - particularly institutions and organisations of the European Union, NATO and the Belgian Government.

What You’ll Do

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline

• Utilise information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform

• Skilfully address customer objections - removing obstacles - and finding solutions to various client challenges

• Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition

• Regularly and promptly update customer relationship management tools to report customer contacts

• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales

• Develop and deliver strategic account planning with purposeful action to secure sales success

• Rally internal support to pursue an account and optimise internal resources

• Prioritise selling activities and ensure timely follow-through

• Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

• 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

• 8+ years experience in a related role - enterprise technology or similar complex solution sales

• Significant career experience selling technology solutions to public institutions of the European Union

• Demonstrated experience navigating and delivering sales success across large public sector organisations

• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model

• Ability to demonstrate complex software applications

• Strong business acumen and an ability to understand complex business challenges

• Executive presence and an ability to communicate at the most senior level

• Ability 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 simultaneously

• Ability to negotiate pricing with a focus on retaining value

• Consistent demonstration and capability for achieving (and exceeding) sales quota targets

• Fluency in English is required - additional fluency in French a plus

Travel Requirement & Working Conditions

• Up to 30% travel for regular customer meetings and events

• Reliable internet access required for any period of time working remotely and not in a Workiva office