Senior Solution Sales Executive - Sustainability Reporting (Strategic Accounts)

Workiva is a company focused on sustainability solutions, and they are seeking a Senior Sustainability Solution Sales Executive to drive new business and customer expansion sales opportunities. The role involves building relationships with executive-level buyers, delivering compelling demonstrations, and leading the sales process to secure subscriptions for Workiva's solutions.

Responsibilities:

• Actively prospect 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
• 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

Requirements:

• 6+ years of relevant experience in sustainability consulting or sustainability solution sales
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Understanding of the Software as a Service (SaaS) business model
• Carbon Accounting Experience
• 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
• Ability to negotiate pricing with a focus on retaining value
• Capability for achieving (and exceeding) sales quota targets