Solution Sales Executive – Carbon

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16 hours ago

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Workiva

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SaaS • Finance • Compliance

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.

1001 - 5000 employees

Founded 2008

☁️ SaaS

💸 Finance

📋 Compliance

📋 Description

• Execute pre-sales framework to engage customers, prospects, and partners via virtual and onsite meetings, drive the discovery process, lead product demonstrations, and identify areas where Workiva solutions align to address customer/prospect needs • Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform • 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 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 • Assist in developing new use-cases or by using existing templates providing proof of our solution's impact and value proposition • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset • Share knowledge, successes, lessons learned and best practices with peers across teams • Work with Sales, Product, Product Marketing, Client Services, Scoping, and Customer Success to achieve team and company goals

🎯 Requirements

• 4+ years experience in a related role - sustainability sales and/or consulting • 1+ years of experience with enterprise carbon accounting • Understanding of the Software as a Service (SaaS) business model • Ability to demonstrate complex software applications • Demonstrated experience navigating and delivering sales success across large, enterprise organizations • 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 • Demonstrated experience navigating and delivering sales success across large, enterprise organizations • Ability to negotiate pricing with a focus on retaining value • Capability for achieving (and exceeding) sales quota targets

🏖️ Benefits

• 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