Enterprise Client Director - Major Accounts

Company: Workiva, Inc.
Location: Columbus
Posted on: April 22, 2025

Job Description:

The Enterprise Client Director is responsible for obtaining new business through 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 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, 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 trainingWhat You'll NeedMinimum 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 experiencePreferred Qualifications
    • Shown consistency of performance as a top performer
    • Capability for achieving (and exceeding) sales quota targets
    • 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 valueTravel 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 Salary range in the US: $154,000.00 - $250,000.00 Eligible for commission based on sales performance Restricted Stock Units granted at time of hire 401(k) match and comprehensive employee benefits packageThe 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.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 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.#LI-EK1

Keywords: Workiva, Inc., Warner Robins , Enterprise Client Director - Major Accounts, Executive , Columbus, Georgia