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. Its cloud-based platform simplifies complex reporting, making it a mission-driven company for those passionate about sustainability and transparency. The remote-first culture and focus on innovation offer a dynamic work environment.

About This Role

As an Account Executive on the Corporate Commercial Expansions Team, you'll drive revenue growth by expanding existing customer relationships and acquiring new logos. You'll lead complex sales cycles, collaborate with internal teams, and directly impact Workiva's market presence in ESG and financial reporting.

💡 A Day in the Life

Your day might start with reviewing pipeline dashboards and prioritizing outreach to warm leads. You'll have calls with prospects to demo Workiva's ESG reporting capabilities, followed by internal syncs with Sales Development and Partnerships to align on account strategies. Afternoons involve crafting proposals, negotiating terms, and updating CRM, with occasional virtual meetings with C-suite executives to discuss their compliance needs.

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🎯 Who Workiva Is Looking For

  • Has 4+ years of enterprise technology or complex solution sales experience, specifically in SaaS or ESG/GRC software.
  • Demonstrates executive presence with a track record of selling to C-suite and senior finance or sustainability leaders.
  • Excels at managing long sales cycles, forecasting accurately, and using CRM tools like Salesforce.
  • Possesses strong business acumen and can articulate Workiva's value in the context of ESG compliance and integrated reporting.

📝 Tips for Applying to Workiva

1

Tailor your resume to highlight experience with ESG, sustainability, or compliance software sales, even if tangential.

2

Quantify your achievements in pipeline generation, closed deals, and revenue growth for enterprise SaaS.

3

In your cover letter, explicitly mention how you've collaborated with inside sales and partnerships to drive pipeline.

4

Research Workiva's specific ESG reporting solutions (e.g., Wdesk for ESG) and reference them in your application.

5

If possible, connect with current or former Workiva AEs on LinkedIn to learn about their sales approach and culture.

✉️ What to Emphasize in Your Cover Letter

["Emphasize your understanding of the ESG reporting landscape and Workiva's unique position as a comprehensive platform.", 'Highlight your experience in consultative selling and managing complex deals with multiple stakeholders.', 'Showcase your ability to develop and execute sales strategies that align with corporate expansion goals.', 'Mention your proficiency in using data and storytelling to overcome objections and close deals.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Read Workiva's latest ESG reports and press releases to understand their product roadmap and market positioning.
  • → Review case studies of how Workiva's platform helped companies streamline ESG reporting.
  • → Understand the competitive landscape: how does Workiva differ from other ESG reporting tools like Salesforce Net Zero Cloud or Persefoni?
  • → Familiarize yourself with key ESG frameworks (e.g., SASB, GRI, TCFD) that Workiva supports.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you expanded a key account by identifying upsell opportunities. What was your approach?
2 How do you stay updated on ESG regulations and their impact on corporate reporting?
3 Walk me through a complex sales cycle you managed, including how you handled objections from senior leadership.
4 How would you collaborate with Workiva's Inside Sales and Partnerships teams to generate pipeline?
5 Explain your process for forecasting and maintaining an accurate sales pipeline in a remote environment.
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⚠️ Common Mistakes to Avoid

  • Failing to demonstrate knowledge of ESG or sustainability trends – this role requires domain awareness.
  • Being too generic about sales achievements without tying them to SaaS or complex solution sales.
  • Ignoring the collaborative nature of the role – avoid sounding like a lone wolf; emphasize teamwork with inside sales and partnerships.

📅 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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