The Solution Sales Executive is responsible for customer expansion and new logo sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies within the mid-market. This solution sales role will be focused on Workiva’s Sustainability Suite of solutions, including carbon accounting and sustainability reporting that support both voluntary and regulatory requirements such as CSRD, ISSB, and California Climate Laws.
Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer expansion within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.
What You’ll Do
Actively prospect sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
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 internal 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
What You'll Need
Minimum Qualifications
4+ years experience in a related role - Sustainability, enterprise technology, or similar complex solution sales
Undergraduate Degree or equivalent combination of knowledge and related career experience
Sustainability Reporting and/or Carbon Accounting experience
Preferred Qualifications
Understanding of the Software as a Service (SaaS) business model
Ability to demonstrate the value of complex software applications
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
Travel Requirement & Working Conditions
Up to 30% travel for regular customer meetings and events
Reliable internet access required for any period of time working remotely and not in a Workiva office
How You’ll Be Rewarded
✅ On Target Earnings (OTE) range in the US: 143,000.00 - 230,000.00 USD Annual✅ 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.
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.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
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.
#LI-RM1Top Skills
Similar Jobs at Workiva
What you need to know about the Boston Tech Scene
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
