The Regional Account Executive (RAE) is responsible for obtaining new business and expansion opportunities from Executive level buyers and influencers in either private or publicly traded companies through education, positioning, and sales of Workiva’s platform and solutions.

This role builds relationships and identifies where Workiva’s offerings meet customer needs to drive acquisition of new clients and expansion of existing clients within a specific territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

Optional: Reference to solution or market coverage

Responsibilities

Sales Responsibilities:

• Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities

• 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; solves different client challenges, and can pull forward the best possible solution

• Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value - closing new business opportunities and expand opportunities within existing customers.

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

Preferred Skills:

• 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

• Required Experience

• 2+ years of solution selling to Executive-level buyers required - SaaS model preferred

• Fluency in Spanish and English required

Education:

• B.A./B.S. degree preferred

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.