Solution Sales Executive - Sustainability Reporting

The Solution Sales Executive is responsible for customer expansion and new logo sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies within the mid-market. This solution sales role will be focused on Workiva’s Sustainability Suite of solutions, including carbon accounting and sustainability reporting that support both voluntary and regulatory requirements such as CSRD, ISSB, and California Climate Laws.

Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer expansion within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

What You’ll Do

• Actively prospect sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline

• Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges

• Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition

• Regularly and promptly update internal customer relationship management tools to report customer contacts

• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales 

• Develop and execute a sales strategy with purposeful action to secure the sale

• 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

What You'll Need

Minimum Qualifications

• 4+ years experience in a related role - Sustainability, enterprise technology, or similar complex solution sales

• Undergraduate Degree or equivalent combination of knowledge and related career experience 

• Sustainability Reporting and/or Carbon Accounting experience

Preferred Qualifications

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

• Ability to demonstrate the value of complex software applications

• Strong business acumen and an ability to understand complex business challenges

• Executive presence and an 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 & Working Conditions

• Up to 30% travel for regular customer meetings and events

• Reliable internet access required for any period of time working remotely and not in a Workiva office

How You’ll Be Rewarded

✅ On Target Earnings (OTE) range in the US: 143,000.00 - 230,000.00 USD Annual

✅ 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.

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.

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.<