Summary

This Senior Account Executive is heavily focused on new business selling specifically in the LATAM market in a team sales matrix environment.  Senior Account Executives are responsible for obtaining new business and customer expansion from Executive-level buyers and influencers in either private or publicly traded companies. 

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

What You’ll Do

• Actively prospect for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities

• Use the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions

• Skillfully probe for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution

• Naturally lead the sales process to a close by demonstrating Workiva’s value proposition

• Update customer relationship management tools regularly and timely

• Provide consistent and accurate forward-looking information though pipeline analysis

• Plan and execute sales strategy with purposeful action to complete the sale

• Gather internal support to pursue an account

• Prioritize selling activities and follows through in a timely fashion

• Maintain a strong knowledge of Workiva solutions through a commitment to ongoing training

What You'll Need
Minimum Qualifications

• 6+ years sales experience in a related role selling to Executive-level buyers  - enterprise technology, Software as a Service (SaaS) or similar complex solution sales

• Bachelor's degree or equivalent relevant career experience

• Fluency in Spanish and English

 

Preferred Qualifications

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

• Ability to demonstrate complex software applications

• Strong business acumen and and ability to understand complex business issues

• Executive presence; 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

• 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

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

How You’ll Be Rewarded

• Eligible for commission based on sales performance

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