Job details

Regional Sales Director - Federal Sales

Summary

The Regional Sales Director is responsible for obtaining new business from Executive level buyers and influencers in either private or publicly traded companies. Successful candidates will build relationships and identify Workiva products and services that meet customer needs to drive customer acquisition within a specific geography or industry. Sales growth is attained through new customer subscriptions, professional services, and set up and training.

Responsibilities

Sales Responsibilities

Prospects new business by conducting research to identify key decision makers and influencers within target accounts
Works with Sales Development Representatives to generate initial customer interest to secure an introductory meeting
Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and create a customer belief that they must have Workiva products
Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection
Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva superior value proposition
Negotiates the Sale: Facilitates successful outcomes to optimize profits

Individual Responsibilities

Reports Customer Contacts: Updates customer relationship management tools regularly and timely
Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
Optimizes Internal Resources: Gathers internal support to pursue an account
Prioritizes selling activities and follows through in a timely fashion
Maintains a strong knowledge of Workiva products through a commitment to ongoing training

What You'll Need

Skills

Understanding of the Software as a Service business model
Ability to demonstrate various software applications
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 sales cycle.
Ability to manage multiple transactions at one time
Ability to manage multiple complex sales cycles simultaneously
Ability to negotiate pricing with a focus on retaining value

Experience

4+ years of solution selling to Executives - Software as a Service model preferred

Education

B.A./B.S. degree preferred

Travel Requirement

Up to 30% Travel

Working Conditions & Physical Requirements

Up to 30% travel for regular customer meetings and sales calls
Reliable internet access for any period of time working remotely, not in a Workiva office.

How You’ll Be Rewarded:

Salary range in the US:

$79,000.00 - $134,000.00

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.

Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

Customer Success: Always delight our customers.
Trust: Rely on each other.
Integrity: Do the right thing, every time.
Collaboration: Share resources and work together.
Innovation: Keep creating solutions and finding better ways.
Inclusion: Support a diverse community where we all belong.
Accountability: Be responsible for your success and failure.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy:

Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.

Learn more about life at Workiva:

https://www.linkedin.com/company/workiva/

Learn more about benefits:

https://www.workiva.com/careers/benefits

Workiva is an Equal Employment Opportunity and Affirmative Action 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, 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. We strongly encourage and welcome people from historically marginalized groups to apply.

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 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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By Workiva

Workiva (NYSE: WK) is a global SaaS and a leading provider of a cloud-based connected and reporting compliance platform that enables the use of connected data and automation of reporting across finance and accounting, risk, and compliance.

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