Enterprise Client Director - Major Accounts

The Enterprise Client Director role is an individual-contributor account executive in enterprise software sales, emphasizing new business development within a team-oriented matrix. They are tasked with securing new business and customer expansion with Executive-level buyers and influencers in both private and publicly traded companies. 

Successful candidates will establish connections, identifying Workiva solutions and services that align with customer needs to facilitate customer acquisition within a specific territory. Sales growth is achieved 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 training

What You'll Need

Minimum 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 experience

Preferred Qualifications

• Shown consistency of performance as a top performer

• 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

Travel 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: $147,000.00 - $250,000.00

✅ A discretionary bonus typically paid annually

✅ 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.

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