Senior Account Executive

Overview

In this role you drive new business and expansion with executive-level buyers across large private or public companies, selling Workiva’s core platform and coordinating multi-solution sales with other teams. You will build relationships, uncover needs, and map Workiva products to solve complex business challenges, contributing to account growth and customer value. The role combines strategic account planning, pipeline development, and cross-functional collaboration to deliver measurable outcomes for top-tier organizations. This is a high-impact position at a fast-moving, innovative software company.

Responsibilities

• Identify and pursue sales opportunities in collaboration with peer Sales, Inside Sales, and Partnerships to build a qualified pipeline
• Deliver compelling demonstrations of the Workiva platform based on needs analysis
• Address objections, remove obstacles, and propose solutions to client challenges
• Lead the sales process toward close by effectively communicating Workiva’s value proposition
• Maintain up-to-date CRM records and report on customer contacts and forecasted pipeline
• Develop strategic account plans and execute actions to secure sales success
• Coordinate internal resources to pursue accounts and optimize support
• Prioritize sales activities and ensure timely follow-through
• Maintain ongoing product knowledge through training and growth mindset

Key requirements

• 6+ years of experience in enterprise technology or complex solution sales across large accounts
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Understanding of SaaS business model (preferred)
• Ability to demonstrate complex software applications
• Experience navigating and delivering sales success across large, enterprise organizations
• Strong business acumen and ability to understand complex business challenges
• Executive presence and ability to communicate at the most senior level
• Ability to identify influencers vs buyers and navigate sales cycles accordingly
• Capacity to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing while retaining value
• Consistent track record of meeting or exceeding quotas
• Willingness to travel up to 30%

• Executive presence
• Strategic thinking
• Strong communication at senior levels
• Experience with enterprise technology sales
• Understanding of complex software applications
• SaaS mindset

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