Strategic Account Executive – Financial Services

• Develop, own, and execute a strategic territory plan designed to expand Workiva’s footprint across large Financial Services institutions within an assigned patch.
• Build and maintain a healthy pipeline of qualified opportunities by working closely with Workiva’s matrix team, including Solution Sales overlays, Inside Sales, Solution Engineering, Partnerships, Customer Success, and Marketing.
• Identify expansion opportunities across existing customer relationships by understanding each account’s business priorities, organizational structure, buying process, current platform usage, and long‑term strategic initiatives.
• Engage and align with executive‑level stakeholders, including C‑suite leaders and senior business owners, to understand key initiatives, uncover business challenges, and position Workiva as a strategic platform partner.
• Manage complex enterprise sales cycles from initial discovery through close, applying a strong understanding of MEDDICC/MEDDPICC principles to qualify opportunities, identify decision criteria, build consensus, and drive predictable outcomes.
• Partner with Solution Consulting (Solutions Engineering) and Solution Sales Executives to translate customer needs into compelling Workiva platform demonstrations, business cases, and value‑based recommendations.
• Anticipate and address customer objections by understanding the underlying business, technical, commercial, and organizational challenges that may impact deal progression.
• Coordinate internal resources across Sales, Solutions, Services, Partnerships, Legal, Deal Desk, Customer Success, and Executive Leadership to support account strategy and advance priority opportunities.
• Maintain disciplined pipeline management, accurate CRM hygiene, and reliable forecasting by providing timely updates, clear next steps, and thoughtful forward‑looking deal analysis.
• Prioritize high‑impact selling activities, consistently follow through on customer and internal commitments, and maintain a strong command of Workiva’s platform, solutions, market position, and Financial Services use cases.

Requirements

• 6 years of sales experience in a related role, selling to Executive‑level buyers in enterprise technology, Software as a Service (Saa S) or similar complex solution sales
• Bachelor's degree or equivalent relevant career experience
• Understanding of the Software as a Service (Saa S) business model
• Capability for achieving (and exceeding) sales quota targets
• Experience selling to the office of the CFO
• Experience selling to Financial Services Customers
• 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
• Hard Skills
• Sales Quota Achievement
• MEDDICC/MEDDPICC Principles
• Complex Software Demonstration
• Pipeline Management
• CRM Hygiene
• Soft Skills
• Strong Business Acumen
• Executive Presence
• Negotiation Skills
• Influencer Navigation
• Commitment Follow-Through

Certifications & Qualifications

• Bachelor's Degree
• #J-18808-Ljbffr