As a Senior Sales Manager, you’ll lead a team of Account Executives and Client Directors across mid to large sized Financial Services accounts in the UK, Ireland and South Africa - accountable for its sales strategy, execution and leadership. This role reports to our VP of Sales for EMEA and will cross-collaborate with peer leaders across the commercial organization to ensure Workiva’s overall growth and success in the market.

What You’ll Do

• Develop personalized coach 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 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

• 8+ years experience in a related role - demonstrating success in SaaS enterprise technology or similar complex solution sales

• 3+ years of progressive sales management experience - preferably in software or technology organizations

• Extensive knowledge of the Financial Services sector - banking, insurance and investment funds

• Undergraduate Degree or equivalent combination of knowledge and related career experience 

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model

• 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 both large enterprise and mid-market accounts

• 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 for regular customer meetings and events

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

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