Sales Enablement Principal – Governance, Risk, and Compliance

🔥 26 minutes ago

🇺🇸 United States – Remote

💵 $154k - $265k / year

⏰ Full Time

🔴 Lead

📊 Sales Operations

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Workiva

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2008

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $689.3k Venture Round on 2014-10

Consulting • Healthcare • Logistics

Workiva is a comprehensive platform designed for corporate reporting, ESG, audit, and risk management. It offers integrated reporting solutions that connect data, unify processes, and empower teams to focus on value-added work. Over 6000 international companies trust Workiva for its ability to streamline workflows and provide a single source of truth for financial and non-financial data. The platform incorporates cutting-edge technology, including AI and automation, to enhance security and compliance with current and future regulatory requirements. Workiva's solutions are tailored to various sectors, including banking, insurance, and investments, and the platform supports teams in accounting, finance, audit, risk, and sustainability.

📋 Description

• Serve as the recognized expert on Governance, Risk, and Compliance regulatory and market dynamics, buyer personas, economic drivers, and competitive landscape • Maintain command of Workiva's GRC solutions, strengths, limitations, and connections to the broader platform and portfolio • Translate customer needs into solution value for business and technical buyers • Anticipate product roadmap, regulatory, competitive, and buyer-priority changes and proactively position the field • Determine enablement requirements using win/loss analysis, conversation intelligence, pipeline and deal-stage data, and seller and Sales Leadership input • Define domain readiness standards for each selling role • Lead the solutioning of enablement responses, including scope, learning approach, sequencing, depth, assessment standards, and delivery channels • Direct enablement responses into the Sales Academy curriculum roadmap, AI Leads' scenario, rubric, and knowledge architecture work, or direct delivery • Facilitate and deliver domain enablement directly where deep domain expertise is essential • Participate in product launch teams and shape capability decisions, sales plays, sales motions, value messaging, and solution positioning • Own the field-readiness commitment for pre-launch • Partner with Product Marketing and Product Management to develop feedback loops for positioning, competitive positioning, and solution capabilities • Hold final authority on domain content accuracy across channels • Review AI-generated domain content and role-play output for factual accuracy and reasoning quality • Ensure a consistent domain standard across all channels • Represent the domain with senior leaders across Sales, Solution Consulting, Product Management, and Product Marketing • Coordinate with Skills Leads and Vertical Domain Leads • Escalate domain risks with recommended responses

🎯 Requirements

• Minimum of 10 years of experience selling, consulting, or enabling sales in the GRC domain with a Bachelor's degree; or 8 years and a Master's degree; or a PhD with 6 years of experience • Recognized subject matter expertise in Governance, Risk, and Compliance, gained through direct customer-facing, product, or consulting experience • Fluency with the domain's buyers and regulatory or market drivers • Demonstrated command of how enterprise software solutions map to customer need in the domain • Ability to hold credible conversations with both business buyers and technical evaluators • Strong analytical fluency, including conversation intelligence, pipeline, and win/loss data analysis • Ability to facilitate and deliver technical or domain-deep content credibly to seller and solution consultant audiences • Experience influencing product, marketing, or go-to-market decisions • Working knowledge of MEDDPICC, Command of the Message, and Demo2Win • Experience designing or leading enablement, learning, or readiness solutions • Familiarity with adult learning principles • Credibility and presence with Senior Leadership with ability to influence • Comfort operating in ambiguity • Working familiarity with AI role-play, coaching, and conversation-intelligence platforms such as Gong Enable and Highspot Nexus • Judgment to identify materially wrong or misleading AI-generated domain reasoning and specify corrections • Fluency with general-purpose AI assistants for research, drafting, and analysis • Experience operating Highspot, Salesforce, and Gong • Experience operating Claude Enterprise • Ability to travel up to 20% of the time • Reliable internet access when working remotely outside a Workiva office

🏖️ Benefits

• A discretionary bonus typically paid annually • Restricted Stock Units granted at time of hire • 401(k) match • Comprehensive employee benefits package • Work remotely from any location within your country of employment • Reasonable accommodations for applicants with disabilities

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