Regional Sales Director - Capital Markets - Bay Area

The 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 though 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 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

• Up to 30% Travel

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:

• 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.