Regional Sales Director - Strategic Commercial Northeast Team

The Regional Sales Director (RSD) on our Strategic Commercial Northeast Team is responsible for obtaining new business from Executive level buyers and influencers in either private or publicly traded enterprise companies. Successful candidates will build relationships and identify Workiva products and services that meet customer needs to drive customer acquisition within a specific geography or industry. Sales growth is attained through new customer subscriptions, professional services, and set up and training.

What You’ll Do

• Prospects new business by conducting research to identify key decision makers and influencers within target accounts

• Works with Sales Development Representatives to generate initial customer interest to secure an introductory meeting

• Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva Platform 

• Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection

• Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s superior value proposition

• Negotiates the Sale: Facilitates successful outcomes to optimize profits

• 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

• 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 along with building consensus across multiple user and buyer personas.

• 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

Experience

• 4+ years of solution selling to Executives - Software as a Service model preferred

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.

How You’ll Be Rewarded:

• Salary range in the US: 

$91,000.00 - $155,000.00

• 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.

• Customer Success:  Always delight our customers.

• Trust: Rely on each other. 

• Integrity: Do the right thing, every time. 

• Collaboration: Share resources and work together. 

• Innovation: Keep creating solutions and finding better ways. 

• Inclusion: Support a diverse community where we all belong. 

• Accountability: Be responsible for your success and failure.

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 t