Enterprise Client Director - Major Accounts

The Enterprise Client Director is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Enterprise Client Directors 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 and expansions within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

What You'll Do

Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities

Present to Customers : Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform (in partnership with Solution Consulting Team) creating a customer belief in the necessity of Workiva solutions

Handle Objections : Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution

Close Sales : Guide the sales process to closure by demonstrating the value propositions of Workiva

Report Customer Contacts : Regularly update customer relationship management tools

Forecast Sales : Provide consistent and accurate forward-looking information through pipeline assessment

Plan Sales Strategy : Strategically plan and execute sales strategy with purposeful action to complete the sale

Optimize Internal Resources : Gather internal support for pursuing an account

Prioritize selling activities and follow through in a timely fashion

Maintain a strong knowledge of Workiva solutions through ongoing training

What You'll Need

Minimum Qualifications

10 years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales

Bachelor's degree or equivalent relevant career experience

Preferred Qualifications

Shown consistency of performance as a top performer

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

Ability to demonstrate complex software applications

Strong business acumen and ability to understand complex business issues

Executive presence; 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

Capability for achieving (and exceeding) sales quota targets

Travel Requirements and Working Conditions

Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests

Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements

How You'll Be Rewarded

On Target Earnings (OTE) range in the US : 308,000.00 - 500,000.00 USD Annual

Eligible for commission based on sales performance

Restricted Stock Units granted at time of hire

401(k) match and comprehensive employee benefits package

The 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.

Employment 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.

Workiva 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 .

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

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