Account Development Representative – Federal Government

🕒 July 8

🏛️ District of Columbia – Remote

🏛️ District of Columbia – Remote

💵 $85k - $127k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

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Workiva

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2008

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Workiva is a cloud-based, AI-powered platform that unifies financial reporting, risk and compliance management, and sustainability reporting. It enables teams to connect data across systems, collaborate in real time, automate reporting (including XBRL tagging), and maintain auditability and traceability for regulated disclosures and assurance processes. Workiva serves large enterprises and finance, legal, audit, and sustainability teams to accelerate reporting, improve accuracy, and reduce risk.

📋 Description

• Provide extensive research and intelligence within target Federal agencies and sub-agencies to identify key decision-makers and critical program information through people mapping exercises. • Prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas. • Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts. • Learn and demonstrate a fundamental understanding of the Workiva platform and clearly articulate its capabilities, security postures ( FedRAMP ), and advantages to government decision-makers and influencers • Understand federal personas across multiple business disciplines, including the offices of: Financial Transformation, Chief Financial Officer (CFO), Chief Information Officer (CIO/IT), Sustainability/ESG Reporting, and Program Management • Drive attendance and attend various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and provide post-event follow-up • Develop and maintain a current understanding of Workiva’s latest product offerings, competitive market knowledge, and federal compliance standards • Meet or exceed quarterly goals for number of opportunity targets, revenue, and weekly/monthly performance activity indicators • Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

🎯 Requirements

• Associate’s degree in a related field • Minimum of 5 years of related experience in Sales Development, with a focus on the Public Sector/Federal market • Proven experience in a SaaS Sales environment, specifically selling FedRAMP-authorized solutions into Federal Civilian and/or DoD agencies. • Familiarity with Federal procurement processes, timelines, and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS). • Salesforce CRM, Gong, ZoomInfo, GovWin (or similar gov-intelligence tools), and LinkedIn Sales Navigator experience are strongly preferred. • Excellent verbal, written, and interpersonal communication skills with a professional demeanor suitable for interacting with government officials and GS-level leaders. • Self-motivated with a strong propensity for action, results, and navigating the complexities of government bureaucracies. • Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet strict federal deadlines. • Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment.

🏖️ Benefits

• On Target Earnings (OTE) range in the US: 85,000.00 - 127,000.00 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