The Director of Sales - Major Accounts delivers sales results on predetermined growth revenue targets through leadership and management of individual contributors known as Enterprise Client Directors. Utilizing their influence, the Director of Sales performs a strategic leadership role by directing Enterprise Client Directors to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers. As the forefront leader who interacts with customers, the Director of Sales is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.

What You’ll Do

• Develop personalized coaching plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement

• Mentor and encourage a growth mindset amongst the team

• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges

• Assess and set account territory priorities for the team 

• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts

• Use data to monitor performance and identify trends or areas for improvement

• Develop sales plans, strategies, and tactics that align with company goals and customer needs

• Observe, assess and monitor seller outreach, deal pipeline and deal quality 

• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success

• Build relationships with external customers, prospects and partners, to support the go-to-market strategy 

• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed

• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices

• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

What You'll Need

Minimum Qualifications

• 10+ years experience in sales, business administration, or related field

• 5+ years of progressive sales management experience, preferably in the software or technology areas

• Undergraduate degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions

• Ability to provide deal support and guidance to sellers on enterprise accounts selling into business lines as well as technical leadership (CIO/CTO)

• Ability to manage and coach a diverse team of sales professionals

• Exceptional communication skills and business acumen

• Executive presence with the 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 lead your team to manage multiple complex sales cycles simultaneously

• Ability to negotiate pricing with a focus on retaining value

Travel Requirements and Working Conditions

• Up to 50% travel in the field with Enterprise Client Directors for customer meetings and company events

• Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements

How You’ll Be Rewarded

✅ Salary range in the US: $147,000.00 - $250,000.00

✅ 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 [email protected].

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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