Regional Sales Director - Governance, Risk & Compliance (GRC) Team

The Regional Sales Director - Governance, Risk and Compliance (GRC) is an individual-contributor solution specialist sales role in a matrixed team sales environment supporting our GRC customers. The ideal candidate will have a strong background in the Internal Audit and Controls space. Governance, Risk & Compliance experience is highly preferred. Experience within Big 4 public accounting is a plus.

Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a specific territory. Sales growth is attained through new customers and new solutions.

What You’ll Do
 

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

• Presents to Customers: Uses the facts found in the needs analysis phase and partners with our Solutions Engineering Team to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions

• 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 proposition

• 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 solutions through a commitment to ongoing training

What You'll Need

Minimum Qualifications

• 4+ years sales experience in a related role selling to Executive-level buyers - enterprise technology, Software as a Service (SaaS) or similar complex solution sales OR 4+ years experience within Big 4 consulting, Internal Audit and Controls Space

• Bachelor's degree or equivalent relevant career experience

 

Preferred Qualifications

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

• Ability to demonstrate complex software applications

• Strong business acumen and 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 Requirement

• Up to 30% Travel

Working Conditions & Physical Requirements

• 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: 

$91,000.00 - $154,000.00

• 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.

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