Commercial Strategy Manager - Public Sector & Regulated Markets

Workiva is a platform designed to bring confidence, control, and a competitive edge to complex organizations. They are seeking a Commercial Strategy Manager to lead strategic initiatives across the U.S. public sector and regulated markets, focusing on driving commercial rigor and navigating procurement and compliance constraints.

Responsibilities:

• Develop and execute go-to-market strategies tailored to highly regulated and multi-layered buying environments
• Navigate ambiguity and competing priorities to drive clarity, alignment, and execution across deals and initiatives
• Serve as a subject matter expert on U.S. public sector procurement (Federal, State & Local, Education)
• Guide teams through contracting vehicles (e.g., GSA, IDIQs, BPAs) and complex RFP/RFQ processes
• Support international public sector opportunities and help scale best practices globally
• Partner with distributors such as Carahsoft and other public sector resellers to streamline deal execution
• Advise on pricing, packaging, and contract structures for complex deals
• Act as a liaison across Sales, Legal, Finance, Product, and Operations
• Build scalable processes for sales request intake, prioritization, and execution
• Use data and insights to improve performance and inform strategy

Requirements:

• Bachelor's degree in a related field
• 6+ years of experience in commercial strategy, sales operations, or public sector contracting or procurement
• MBA or equivalent experience. (Law degree)
• Deep expertise in U.S. public sector procurement and contracting
• Proven ability to operate in complex, regulated, and ambiguous environments
• Experience working with distributor partners (e.g., Carahsoft, CDW-G, SHI)
• Strong cross-functional leadership and stakeholder management skills
• Analytical mindset with strong problem-solving capabilities
• Excellent written and verbal communication skills
• Experience supporting global public sector markets
• Background in SaaS, technology, or other regulated industries
• Familiarity with compliance and regulatory frameworks