The Account Development Representative is a strategic minded salesperson who possesses the ability to navigate and network in Fortune 1000 multi-national accounts that result in qualified pipeline and bookings. This individual consistently utilizes their ability to engage, listen, challenge, and ask the right questions in a manner that creates a superior prospect/customer experience, and sets the stage for future Workiva product sales. This role partners closely with a team of Regional Sales Directors to drive pipeline for existing customers and net new logos. Account Development Representatives accomplish this objective through a variety of strategies such as: social selling tactics, referral mining, people mapping, building and utilizing value pyramids, while collaborating constantly with Account Owners, Solution Specialist, Marketing, and Demand Generation teams. The Account Development Representative is creative and innovative with messaging and Go-To-Market (GTM) strategy in global accounts.
What You’ll Do
Provide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramids
Prospect into target Fortune 1000 accounts via strategically networking, email, e-marketing, campaigns, and social outreach
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 and advantages to decision makers and influencers across multiple business disciplines, understanding negative consequences and positive business outcomes of strategic accounts.
Understand global personas in the offices of: Financial Transformation, Accounting, Finance, IT, and Environmental, Social, Governance (ESG)
Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow up, as well as creating unique events in territory that results in Qualified Pipeline.
Develop and maintains a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge
Partner closely with Regional Sales Directors to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
Meet or exceed quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicators
Maintain active engagement with existing customers & non-customers to increase interest in additional uses for the Workiva platform by understanding their key initiatives and pain points
Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)
What You’ll Need
Minimum Qualifications
Preferred Qualifications
Experience in SaaS Sales environment
Salesforce CRM, Salesloft, ZoomInfo, LinkedIn Sales Navigator experience strongly preferred
Excellent verbal, written, and interpersonal communication skills with a professional demeanor
Self-motivated with strong propensity for action, results and continuous improvement
The ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
Ability to maintain a high level of activity, and effectively manage competing priorities
Proven track record of creating revenue generating opportunities and quota attainment
Proven ability to understand and successfully promote technical offerings and solution sets
Capable of learning, developing, and integrating skills in an online training environment
Travel Requirements & Working Conditions
How You’ll Be Rewarded
✅ Salary range in the US: $53,000.00 - $85,000.00
✅ 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.
Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
#LI-RM1
