Application Guide

How to Apply for Account Executive - SLED

at Workiva

🏢 About Workiva

Workiva specializes in integrated ESG reporting solutions, helping organizations achieve transparent climate impact reporting and compliance. The company stands out by focusing specifically on streamlining complex reporting processes through their platform, making them a leader in the growing ESG compliance space. Someone might want to work here to be at the intersection of technology, sustainability, and regulatory compliance in a rapidly evolving market.

About This Role

As an Account Executive for SLED (State, Local, and Education), you'll be responsible for driving new customer acquisition within government and higher education sectors by prospecting, demonstrating Workiva's platform, and closing deals. This role is impactful because you'll help public sector organizations meet their ESG reporting requirements while expanding Workiva's presence in the SLED market. You'll work strategically with internal teams to generate qualified opportunities and build relationships with executive-level buyers.

💡 A Day in the Life

A typical day involves prospecting for new SLED opportunities through targeted outreach, collaborating with inside sales on lead qualification, and preparing customized platform demonstrations for government or university stakeholders. You'll spend significant time researching specific ESG reporting requirements for different states or institutions, while also managing pipeline through structured sales methodologies to move opportunities toward closure.

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🎯 Who Workiva Is Looking For

  • Has 4+ years of direct sales experience specifically selling to State, Local, or Higher Education executive buyers (not just general B2B sales)
  • Demonstrates proficiency with MEDDPICC or Command of the Message sales methodologies through specific examples in their resume
  • Possesses hands-on experience demonstrating complex SaaS platforms to technical and non-technical audiences in the public sector
  • Shows understanding of ESG reporting challenges faced by government and educational institutions

📝 Tips for Applying to Workiva

1

Quantify your SLED sales experience - specify which states, cities, or universities you've sold to and at what executive levels

2

Mention specific ESG or compliance software you've sold previously, even if not directly in sustainability reporting

3

Include a brief case study in your resume showing how you used MEDDPICC or similar methodology to close a complex SLED deal

4

Reference Workiva's specific ESG reporting solutions in your application materials rather than using generic 'SaaS platform' language

5

Highlight any experience collaborating with inside sales teams and solution specialists, as this is explicitly mentioned in the job description

✉️ What to Emphasize in Your Cover Letter

['Your specific experience selling to SLED executive buyers and understanding their unique procurement processes', 'Examples of successfully demonstrating complex software platforms that solve compliance or reporting challenges', "How you've used structured sales methodologies (MEDDPICC/Command of the Message) to navigate complex sales cycles", "Why you're specifically interested in ESG reporting and helping public sector organizations with compliance"]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Workiva's specific ESG reporting modules and how they differ from competitors like Diligent or Nasdaq OneReport
  • → Recent ESG reporting mandates affecting state/local governments and higher education institutions
  • → Workiva's existing SLED customers and case studies on their website
  • → The company's partnership ecosystem mentioned in the job description and how it supports sales

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through a specific SLED deal you closed from prospecting to close, highlighting your use of MEDDPICC methodology
2 How would you demonstrate Workiva's platform to a state government CFO who is skeptical about ESG reporting requirements?
3 Describe your experience working with inside sales teams and solution specialists to generate qualified opportunities
4 What do you see as the biggest challenges in selling ESG reporting solutions to higher education institutions?
5 How would you handle objections from a local government about budget constraints for compliance software?
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⚠️ Common Mistakes to Avoid

  • Applying with only private sector sales experience when the role specifically requires SLED background
  • Failing to demonstrate knowledge of structured sales methodologies mentioned in requirements
  • Using generic SaaS sales language without tailoring to ESG/compliance or public sector context

📅 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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