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The Regional Sales Director (RSD) for ESG (sustainability) is responsible for obtaining new business from Executive-level buyers and influencers in either private or publicly traded companies focusing on selling our ESG & Sustainability solutions.
Successful candidates will build relationships and identify Workiva products and services that meet customer needs to drive customer acquisition within a specific geography or industry. Sales growth is attained through new customer subscriptions, professional services, delivery and training.
What You’ll Do
Sales Responsibilities:
Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and create a customer belief that they must have Workiva products
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
Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities aligned with ESG (Sustainability) reporting
Individual Responsibilities:
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 products through a commitment to ongoing training
What You’ll Need
Minimum Qualifications
4+ years of solution selling to Executive-level buyers required – SaaS model preferred
Undergraduate degree or equivalent combination of relevant career experience and expertise
Preferred Qualifications
Understanding of the Software as a Service (SaaS) business model
Working knowledge of ESG (Sustainability) reporting (not essential)
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
Fluency in English and Spanish is required, any additional language would be advantageous (Italian, French, German or Portuguese)
Working Conditions & Travel Requirements
Up to 30% travel for customer meetings and company events
Reliable internet access for any period of time working remotely, not in a Workiva office.
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.
