Enterprise Client Director - Major Accounts

The Enterprise Client Director is responsible for obtaining new business through customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Enterprise Client Directors are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts.

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 

• Actively seek sales opportunities in collaboration with Inside Sales, Solution Specialists, and Partnerships to generate qualified opportunities

• Present to Customers: Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions 

• Handle Objections: Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution  

• Close Sales: Guide the sales process to closure by demonstrating the value propositions of Workiva

• Report Customer Contacts: Regularly update customer relationship management tools

• Forecast Sales: Provide consistent and accurate forward-looking information through pipeline assessment

• Plan Sales Strategy: Strategically plan and execute sales strategy with purposeful action to complete the sale

• Optimize Internal Resources: Gather internal support for pursuing an account

• Prioritize selling activities and follow through in a timely fashion

• Maintain a strong knowledge of Workiva solutions through ongoing training

What You'll Need

Minimum Qualifications

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

• Bachelor's degree or equivalent relevant career experience

Preferred Qualifications

• Shown consistency of performance as a top performer

• Capability for achieving (and exceeding) sales quota targets

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

• Ability to demonstrate complex software applications

• Strong business acumen 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

Travel Requirements and Working Conditions 

• Willingness to travel up to 30% for team and corporate meetings, fostering relationships and representing company interests  

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