Senior Account Executive – Enterprise
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Job Description
Senior Account Executive responsible for obtaining new logo sales opportunities for Workiva. Engaging with executive-level buyers and collaborating with SaaS sales teams for solutions.
Responsibilities:
- Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities
- Utilize information gathered during the needs analysis phase to partner with the Solution Consulting team to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions
- Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
- Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition
- Regularly and promptly update customer relationship management tools to report customer contacts
- Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
- Develop and deliver strategic account planning with purposeful action to secure sales success
- Rally internal support to pursue an account and optimize internal resources
- Prioritize selling activities and ensure timely follow-through
- Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
Requirements:
- 6+ years experience in a related role - enterprise technology or similar complex solution sales hunting large customer New Logos
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Strong experience and interest in a business development/new logo hunting role
- Understanding of the Software as a Service (SaaS) business model
- Ability to demonstrate complex software applications
- Demonstrated experience navigating and delivering sales success across large, enterprise organizations
- 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
Benefits:
- Eligible for commission based on sales performance
- Restricted Stock Units granted at time of hire
- 401(k) match and comprehensive employee benefits package
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