Senior Account Executive - Government

Job summary

The Senior Account Executive is responsible for driving new business and customer expansion by selling the Workiva platform to executive-level buyers in the government sector. They will lead the full sales cycle, from identifying opportunities and delivering demonstrations to negotiating contracts and forecasting sales.

Job details

The Senior Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers at government customers. Senior Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales. Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training. What You’ll Do Actively seek sales opportunities in collaboration with Inside Sales, Solution Sales, and Partnerships to generate qualified opportunities Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, Skillfully address objections, removing obstacles and finding solutions to various customer challenges Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition Regularly and promptly update 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 Share knowledge, successes, lessons learned and best practices with peers across teams What You'll Need Minimum Qualifications 6+ years of sales experience in a related role, selling to Executive-level buyers in enterprise technology, Software as a Service (SaaS) or similar complex solution sales Undergraduate degree or equivalent combination of education and experience in a related field Preferred Qualifications Experience selling to senior executives at Government customers Understanding of the Software as a Service (SaaS) business model Ability to demonstrate complex software applications Demonstrated experience navigating and delivering sales success across mid market and large, enterprise organizations 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 Requirements and Working Conditions Up to 30% travel for regular team and customer meetings and events Reliable internet access for any period of time working remotely, as we embrace flexible work arrangements Why Join Workiva Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world. At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you. Workiva is an Equal Opportunity 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, gender identity, race, religion, disability status, sexual orientation, 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 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. #LI-EK1

What you’ll do

The Senior Account Executive is responsible for driving new business and customer expansion by selling the Workiva platform to executive-level buyers in the government sector. They will lead the full sales cycle, from identifying opportunities and delivering demonstrations to negotiating contracts and forecasting sales.

Requirements

Candidates must have at least 6 years of experience in enterprise technology or SaaS sales, specifically targeting executive-level buyers. An undergraduate degree or equivalent combination of education and experience is required, along with the ability to navigate complex sales cycles.

Listed skills

• Account Management · Preferred
• Sales · Preferred
• Negotiation · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Sales
• SaaS
• Enterprise technology
• Account management
• Business development
• Customer acquisition
• Pipeline analysis
• Sales strategy
• Demonstration
• Negotiation
• Executive presence
• Relationship management
• Government sales
• Complex solution sales
• Business acumen
• Inside Sales
• Executive Presence
• Sales Territory Management
• Sales Strategy
• Sales Forecasting
• Customer Contacts
• Emerging Risk
• Growth Mindedness
• Follow Through
• Needs Assessment
• Customer Relationship Management
• Business Acumen
• Customer Acquisition Management
• Software As A Service (SaaS)
• Communication
• Complex Sales
• Finance
• Selling Techniques
• Innovation
• Telecommuting
• Sales Process
• Solution Selling
• Value Propositions
• Prioritization
• Price Negotiation

Job areas

• Sales
• Software
• Government & Public Sector
• Technology
• Finance & Accounting
• Government Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

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