Account Executive driving full - cycle B2B SaaS sales for DataDocks’ warehouse logistics platform. Building pipeline, running demos, and closing logistics customers across Canada.
About the role
- Senior Account Executive selling Workiva’s AI-powered platform to government executives. Driving enterprise SaaS acquisition, expansion, demonstrations, and complex sales cycles.
Responsibilities
- Obtain new business and customer expansion sales opportunities from Executive-level buyers and influencers at government customers
- Sell Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales
- Build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory
- Drive sales growth through new customer subscriptions, professional services, delivery, and training
- Seek sales opportunities in collaboration with Inside Sales, Solution Sales, and Partnerships to generate qualified opportunities
- Use needs-analysis information to deliver compelling demonstrations of the Workiva platform
- Address objections, remove obstacles, and find solutions to customer challenges
- Lead sales processes to closure by showcasing Workiva’s value proposition
- Update customer relationship management tools with customer contacts
- Conduct pipeline analysis and provide accurate forward-looking sales forecasts
- 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
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 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
- Reliable internet access for any period of time working remotely
- Must be able to work from within the country of employment
Benefits
- Flexible work arrangements, supporting work from an office or remotely from any location within the employee’s country of employment
- Up to 30% travel for regular team and customer meetings and events
- Ongoing training and growth mindset opportunities
- Reasonable accommodations for applicants with disabilities
- Comprehensive security and privacy training tailored to employees’ roles
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