The Strategic Account Executive is responsible for driving growth across Workiva’s strategic Financial Services accounts, with a primary focus on expanding within large, existing customer relationships across a defined strategic territory. This role is centered on broadening the depth and breadth of Workiva’s platform adoption across some of our most complex Financial Services institutions. The successful candidate will identify opportunities to expand Workiva’s footprint across additional business units, use cases, solutions, and executive stakeholders while continuing to strengthen Workiva’s position as a strategic platform partner.
The Strategic Account Executive will work closely with internal partners, including Solution Sales, Solution Engineering, Customer Success, Services, Partners, and Marketing, to develop and execute account strategies that support multi-solution growth across Workiva’s largest Financial Services customers.
Success in this role will be measured by the ability to create and execute strategic account plans, expand Workiva’s presence across existing relationships, generate new subscription growth, and drive broader adoption of the Workiva platform through software, services, delivery, and training opportunities.
What You’ll Do
- Develop, own, and execute a strategic territory plan designed to expand Workiva’s footprint across large Financial Services institutions within an assigned patch.
- Build and maintain a healthy pipeline of qualified opportunities by working closely with Workiva’s matrix team, including Solution Sales overlays, Inside Sales, Solution Engineering, Partnerships, Customer Success, and Marketing.
- Identify expansion opportunities across existing customer relationships by understanding each account’s business priorities, organizational structure, buying process, current platform usage, and long-term strategic initiatives.
- Engage and align with executive-level stakeholders, including C-suite leaders and senior business owners, to understand key initiatives, uncover business challenges, and position Workiva as a strategic platform partner.
- Manage complex enterprise sales cycles from initial discovery through close, applying a strong understanding of MEDDICC/MEDDPICC principles to qualify opportunities, identify decision criteria, build consensus, and drive predictable outcomes.
- Partner with Solution Consulting (Solutions Engineering) and Solution Sales Executives to translate customer needs into compelling Workiva platform demonstrations, business cases, and value-based recommendations.
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- Anticipate and address customer objections by understanding the underlying business, technical, commercial, and organizational challenges that may impact deal progression.
- Coordinate internal resources across Sales, Solutions, Services, Partnerships, Legal, Deal Desk, Customer Success, and Executive Leadership to support account strategy and advance priority opportunities.
- Maintain disciplined pipeline management, accurate CRM hygiene, and reliable forecasting by providing timely updates, clear next steps, and thoughtful forward-looking deal analysis.
- Prioritize high-impact selling activities, consistently follow through on customer and internal commitments, and maintain a strong command of Workiva’s platform, solutions, market position, and Financial Services use cases.
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
- Bachelor's degree or equivalent relevant career experience
Preferred Qualifications
- Understanding of the Software as a Service (SaaS) business model
- Capability for achieving (and exceeding) sales quota targets
- Experience selling to the office of the CFO
- Experience selling to Financial Services Customers
- Ability to demonstrate complex software applications
- 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
Travel Requirements and Working Conditions
- Up to 30% travel for regular customer meetings and events
- Reliable internet access required for any period of time working remotely and not in a Workiva office
How You’ll Be Rewarded
✅ On Target Earnings (OTE) range in the US: 212,000.00 - 344,000.00 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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