Regional Sales Director (RSD) - Capital Markets is an individual-contributor account executive role as an enterprise software seller, heavily focused on new business selling in a team sales matrix environment. RSDs are responsible for obtaining new business and customer expansion from executive-level buyers and influencers.
Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a Capital Markets territory. Sales growth is attained through new customers and new solutions.
What You’ll Do:
- Actively prospects for sales opportunities while working strategically with Account Owners, Inside Sales and Partnerships to generate qualified opportunities
- Presents to Customers: Uses 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
- Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution
- Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition
- Reports Customer Contacts: Updates customer relationship management tools regularly and timely
- Forecasts Sales: Provides consistent and accurate forward-looking information through pipeline analysis
- Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
- Optimizes Internal Resources: Gathers internal support to pursue an account
- Prioritizes selling activities and follows through in a timely fashion
- Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training
What You'll Need:
Minimum Qualifications
- 4+ 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
Preferred Qualifications
- Understanding of the Software as a Service (SaaS) business model
- Experience selling to the office of the CFO at pre IPO 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
- Capability for achieving (and exceeding) sales quota targets
Travel Requirement:
Working Conditions & Physical Requirements:
- Reliable internet access for any period of time working remotely, not in a Workiva office.
How You’ll Be Rewarded
Salary range in the US: $79,000.00 - $134,000.00. Eligible for commission based on sales performance. Restricted Stock Units granted at time of hire. 401(k) match and comprehensive employee benefits package. The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.
Where You’ll Work
Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.
We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact every day. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.
At Workiva, you’ll enjoy
- Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
- Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
- Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
- Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.
Learn more about life at Workiva: https://www.linkedin.com/company/workiva/
Learn more about benefits: https://www.workiva.com/careers/benefits
Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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