Application Guide

How to Apply for Account Executive - Corporate Commercial Expansions Team

at Workiva

🏢 About Workiva

Workiva is a leader in integrated ESG reporting, helping organizations streamline climate impact and compliance data. Its cloud-based platform is trusted by thousands of enterprises to connect financial, operational, and sustainability reporting, making it a mission-driven company at the forefront of transparent business practices.

About This Role

As an Account Executive on the Corporate Commercial Expansions Team, you'll drive growth by expanding relationships within existing commercial accounts. You'll collaborate with sales, inside sales, and partnerships to generate pipeline, lead complex SaaS sales cycles, and close deals that help clients enhance their reporting capabilities.

💡 A Day in the Life

Start by reviewing pipeline with inside sales and prioritizing outreach to existing accounts. Spend mid-morning on discovery calls or demos, showcasing how Workiva's platform solves reporting pain points. Afternoon is dedicated to strategic follow-ups, internal alignment with partnerships, and updating CRM. End the day with training on product updates or ESG trends.

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🎯 Who Workiva Is Looking For

  • 4+ years of enterprise technology or complex solution sales experience, ideally in SaaS and with a track record of exceeding quota
  • Strong ability to navigate multi-stakeholder sales cycles, from C-suite to technical buyers, and articulate value propositions for ESG or compliance solutions
  • Self-starter comfortable working remotely, with excellent time management and proactive pipeline generation skills
  • Experience demonstrating complex software applications and tailoring demos to client needs, with a consultative selling approach

📝 Tips for Applying to Workiva

1

Quantify your sales achievements (e.g., quota attainment %, deal size, pipeline generated) in your resume and cover letter.

2

Highlight any experience with ESG, sustainability, or compliance software – even tangential – to show domain interest.

3

Use the company's language: mention 'integrated reporting', 'transparency', and 'SaaS expansion' to align with their messaging.

4

Include a brief example of how you've collaborated with inside sales or partnerships to drive pipeline in a previous role.

5

Tailor your cover letter to address how your sales strategy aligns with Workiva's mission of streamlining ESG reporting.

✉️ What to Emphasize in Your Cover Letter

['Your proven ability to exceed quota in enterprise SaaS sales, with specific numbers.', "Experience in expansion or account management roles, emphasizing how you've grown existing accounts.", 'Understanding of the ESG reporting landscape and why it matters for business transparency.', 'Your collaborative approach to working with cross-functional teams (sales, inside sales, partnerships).']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Read Workiva's latest ESG report and press releases to understand their product roadmap and market positioning.
  • → Review case studies of how Workiva has helped companies improve their reporting efficiency and compliance.
  • → Understand the competitive landscape: who are Workiva's main competitors in ESG reporting (e.g., Salesforce Net Zero Cloud, Persefoni)?
  • → Familiarize yourself with the term 'integrated reporting' and how it combines financial and non-financial data.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through how you would develop and execute a sales strategy for a commercial account expansion opportunity.
2 How do you handle objections from a CFO or compliance officer who is skeptical about changing reporting processes?
3 Describe a time you worked with inside sales to generate pipeline – what was your role and outcome?
4 How do you stay current on complex software products and demonstrate them effectively to prospects?
5 Why are you interested in ESG reporting, and how does Workiva's platform stand out to you?
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⚠️ Common Mistakes to Avoid

  • Focusing only on product features instead of the value proposition for ESG compliance and transparency.
  • Not demonstrating a consultative, collaborative approach – this role requires teamwork with internal partners.
  • Underestimating the importance of domain knowledge; failing to show genuine interest in sustainability and reporting.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Workiva!

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