Account Executive selling Airwallex’s global payments and financial infrastructure to SME and Growth businesses. Owning prospecting, negotiation, closing, onboarding, and early customer success.
About the role
- Senior Account Executive driving enterprise sales of Workiva’s AI-powered finance, risk, and sustainability platform. Building executive relationships, demonstrating solutions, and closing complex SaaS opportunities in Toronto.
Responsibilities
- Obtain new business and customer expansion sales opportunities from Executive-level buyers and influencers
- Sell Workiva’s core platform and collaborate with Workiva Solution Sales teams to deliver multi-solution sales
- Build relationships and identify Workiva products and solutions that meet customer needs
- Drive customer acquisition within an assigned territory through new customer subscriptions, professional services, delivery, and training
- Seek sales opportunities with Inside Sales, Solution Sales, and Partnerships
- Generate qualified opportunities
- Conduct needs analysis and deliver compelling demonstrations of the Workiva platform
- Address objections, remove obstacles, and find solutions to customer challenges
- Lead sales processes through closing by showcasing Workiva’s value proposition
- Update customer relationship management tools with customer contacts
- Perform pipeline analysis and forecast sales
- Develop and execute sales strategies to secure sales
- Rally internal support and optimize internal resources for accounts
- Prioritize selling activities and ensure timely follow-through
- Maintain product knowledge through ongoing training
- Share knowledge, successes, lessons learned, and best practices with peers across teams
Requirements
- 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
- Experience selling to senior executives at Financial Services 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
- Reliable internet access for any period of time working remotely
- Willingness/ability to travel up to 30% for regular team and customer meetings and events
Benefits
- Flexible work arrangements, working from an office or remotely from any location within the employee’s country of employment
- Ongoing training and professional development
- Comprehensive security and privacy training
- Reasonable accommodations for applicants with disabilities
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