The Sales Development Representative (SDR) for the State, Local and Education (SLED) vertical is a strategically minded salesperson who possesses the ability to navigate, network, and penetrate SLED accounts to generate Qualified Pipeline and Bookings. The SDR will be a hunter at heart, and often Workiva's first contact with a prospect organization. Are you an expert at outbound prospecting and cold calls? The SDR possesses the ability to quickly develop a rapport with decision makers at an executive level and efficiently sparks the curiosity that generates interest in our Workiva Platform. As a rapidly growing SaaS company with high-performance teams and a collaborative culture where employee innovation and ideas are encouraged, this position is vital to Workiva's success. In this position, the SDR partners closely with a team of Account Executives to drive pipeline for expansions in existing customer accounts.
What You’ll Do
- Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
- Provide baseline research and intelligence within target accounts to identify key contacts and critical account information
- Prospect into target accounts via high-volume cold-calling (60-80 calls/day), outbound prospecting, networking, email, e-marketing, campaigns, and social outreach
- Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
- Learn and demonstrate a fundamental understanding of Workiva’s Platform, and clearly articulate its capabilities and advantages to decision makers
- Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)
- Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow-up
- Develop and maintain a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge
What You’ll Need
Minimum Qualifications
- Requires an Associate’s degree and a minimum of 3 years of related experience
Preferred Qualifications
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- Prior experience selling into or prospecting within the SLED (State, Local, and Education) market is highly preferred.
- Successful experience in a similar role- preferably lead generation/sales development preferred.
- Salesforce CRM experience strongly preferred
- Proven track record of creating revenue-generating opportunities and quota attainment
- Proven ability to understand and successfully promote technical offerings and solution sets
- Excellent verbal, written, and interpersonal communication skills with a professional demeanor
- Self-motivated with strong propensity for action, results, and continuous improvement
- Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
Travel Requirements & Working Conditions
- Up to 10% travel
- Reliable internet access for any period of time working remotely, not in a Workiva office
How You’ll Be Rewarded
✅ On Target Earnings (OTE) range in the US: 76,000.00 - 114,000.00 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.
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.
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 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.
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