Area Sales Director - Emerging Markets - Governance, Risk & Compliance Team

At Workiva, the Area Sales Director (ASD) delivers sales results on predetermined growth revenue targets through leadership and management of individual contributors known as Regional Sales Directors. Utilizing their influence, the Area Sales Director performs a strategic leadership role by directing Regional Sales Directors to identify and execute on winning Governance, Risk & Compliance opportunities, proper and timely follow up and delivering an excellent experience to our Emerging Markets customers (LATAM, Canada, APAC). As the forefront leader who interacts with customers, the Area Sales Director is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.

What You’ll Do

• Provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement

• Develop personalized coaching plans to address specific strengths and weaknesses of each seller

• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges

• Assess and set account territory priorities for the team 

• Set clear and measurable goals for individual contributors

• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts

• Use data to monitor performance and identify trends or areas for improvement

• Develop sales strategies and tactics that align with company goals and customer needs

• Observes, assesses and monitors seller outreach, deal pipeline and deal quality 

• Ability to provide deal support and guidance to sellers on both enterprise and mid market accounts

• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success

• Build relationships with external Financial Services customers, prospects and partners, to support the go-to-market strategy 

• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed

• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices

• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

What You'll Need

Minimum Qualifications

• 2+ years of progressive sales management experience, preferably in the software or technology areas

• 5+ years of proven sales growth in the field selling Software as a Service products

• Bachelor's degree

Preferred Qualifications

• Experience in selling to LATAM Customers

• Trilingual (English, Spanish, Portuguese)

• Experience selling Governance, Risk & Compliance Software Solutions

• Proven sales track record in the field selling complex technology or software solutions

• Ability to manage and coach a diverse team of sales professionals

• Exceptional communication skills

• Executive presence with the 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 lead your team 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

• Strong commercial acumen of and demonstrated sales success

Travel Requirement

• Up to 50% travel in the field with Regional Sales Directors for customer meetings  and company events

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: $101,000.00 - $172,000.00

✅ 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 envir