Application Guide

How to Apply for Commercial Strategy Manager - Public Sector & Regulated Markets

at Workiva

🏢 About Workiva

Workiva is a leader in integrated ESG reporting software, helping organizations streamline climate impact and compliance disclosures. Its focus on regulated markets and public sector innovation makes it a unique place to drive meaningful change in transparency and sustainability.

About This Role

This role drives go-to-market strategies for Workiva's public sector and regulated market segments, navigating complex procurement processes like GSA schedules and IDIQs. You'll be the linchpin between sales, legal, and product teams, scaling processes that directly impact revenue and mission alignment.

💡 A Day in the Life

A typical day might start with a standup with sales teams to prioritize incoming RFP requests, followed by a deep dive with legal to structure a GSA schedule response. Afternoon involves analyzing win/loss data to refine go-to-market strategies, then a cross-functional meeting to align product roadmap with public sector needs.

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🎯 Who Workiva Is Looking For

  • Deep expertise in U.S. public sector procurement (Federal, State & Local, Education) with hands-on experience in contracting vehicles like GSA, IDIQs, and BPAs.
  • 6+ years in commercial strategy, sales operations, or public sector contracting, with a track record of managing ambiguous, multi-layered buying environments.
  • Strong cross-functional leadership skills, able to align Sales, Legal, Finance, and Product teams around scalable processes.
  • Analytical mindset with ability to use data to inform strategy, and excellent communication skills for guiding teams through complex RFPs.

📝 Tips for Applying to Workiva

1

Tailor your resume to highlight specific public sector contracting experience (e.g., GSA, IDIQs) and quantify impact on sales cycle or revenue.

2

In your cover letter, mention familiarity with ESG reporting or regulated industries like government or defense.

3

Use the application to demonstrate your ability to simplify complex procurement processes—provide a brief example of a successful go-to-market strategy.

4

Research Workiva's recent public sector wins or partnerships (e.g., with federal agencies) and reference them in your application.

5

Highlight any experience with international public sector procurement if applicable, as the role supports global scaling.

✉️ What to Emphasize in Your Cover Letter

['Emphasize your expertise in U.S. public sector procurement and contracting vehicles, with specific examples of navigating RFPs or IDIQs.', 'Showcase your cross-functional leadership in ambiguous environments, e.g., aligning sales and legal teams.', "Connect your experience to Workiva's mission of transparent ESG reporting for regulated markets.", 'Mention your analytical approach to improving performance metrics in commercial strategy.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Study Workiva's platform features for ESG reporting and how they address regulatory compliance (e.g., SEC climate rules).
  • → Review recent news about Workiva's public sector contracts or partnerships, especially with federal or state agencies.
  • → Understand the competitive landscape (e.g., Diligent, Salesforce) and how Workiva differentiates in regulated markets.
  • → Familiarize yourself with key procurement vehicles like GSA Multiple Award Schedule (MAS) and how they apply to SaaS.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through how you would develop a go-to-market strategy for a new ESG product targeting state governments.
2 Describe a time you navigated a complex procurement process (e.g., GSA schedule) and how you guided a team through it.
3 How do you prioritize competing requests from Sales, Legal, and Product teams? Give a specific example.
4 What data sources or metrics would you use to measure success in public sector commercial strategy?
5 How would you adapt U.S. public sector best practices for an international opportunity?
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⚠️ Common Mistakes to Avoid

  • Don't focus on generic sales operations experience without highlighting public sector or regulated market specifics.
  • Avoid vague language about 'procurement'—be precise about contracting vehicles and processes you've handled.
  • Don't neglect to show your ability to work in ambiguous environments; this role requires comfort with complexity.

📅 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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