Senior Account Executive

Overview

As a Senior Account Executive, you will drive new business and expansion within executive-level buyers in large organizations, selling Workiva’s core platform and coordinating with solution sales teams for multi-solution deals. You’ll build relationships, qualify opportunities, and guide complex sales cycles to close, while reporting progress and forecasting. You’ll continually expand product knowledge and share best practices to accelerate customer acquisition and value delivery.

Responsibilities

• Generate qualified pipeline in collaboration with Sales, Inside Sales, and Partnerships
• Deliver compelling platform demonstrations based on needs analysis
• Address objections and tailor solutions to client challenges
• Lead the sales process to close by articulating Workiva’s value proposition
• Maintain timely CRM updates and pipeline forecasting
• Develop and execute strategic plans to secure sales
• Coordinate internal resources to support accounts
• Maintain ongoing product training and cross-team knowledge sharing

Key requirements

• 6+ years in enterprise technology or complex solution sales
• Undergraduate Degree or equivalent experience
• Understanding of SaaS business model
• Ability to demonstrate complex software applications
• Experience selling to large, enterprise organizations
• Executive presence and ability to communicate at senior levels
• Skill in navigating influencers vs buyers within sales cycles
• Ability to manage multiple complex sales processes simultaneously
• Ability to negotiate pricing while retaining value
• Track record of meeting or exceeding sales quotas

• Executive presence
• Strong business acumen
• Excellent communication at senior levels
• Understanding of SaaS platforms
• Ability to demonstrate complex software applications
• Experience with sales pipeline analysis and forecasting

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