Solution Sales Executive - Carbon

The Solution Sales Executive - Carbon is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Solution sellers are focused on a specific portfolio of Workiva solutions and collaborate with other Workiva sales teams to deliver multi-solution sales.

Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.

What You'll Do

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

What You'll Need

Minimum Qualifications

4+ years experience in a related role - sustainability sales and / or consulting

1+ years of experience with enterprise carbon accounting

Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

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

Travel Requirement & Working Conditions

Up to 30% travel for customer meetings and events

Reliable internet access required for any period of time working remotely and not in a Workiva office

How You'll Be Rewarded

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

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.

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.

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.

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