Application Guide
How to Apply for Lead Business Systems Analyst, GTM Systems
at Workiva
🏢 About Workiva
Workiva is a unique B2B SaaS company specializing in integrated ESG reporting, helping organizations transparently communicate climate impact and compliance. Unlike generic software companies, Workiva focuses specifically on streamlining complex regulatory and sustainability reporting, making it an ideal workplace for those passionate about combining technology with environmental and governance impact. Their focus on transparent climate reporting creates a mission-driven environment where technical work directly supports corporate responsibility.
About This Role
As Lead Business Systems Analyst for GTM Systems, you'll be the bridge between complex pricing strategies and technical implementation, specifically translating Workiva's multi-product subscription pricing into functional requirements. This role is impactful because you'll directly shape how Workiva monetizes its ESG reporting platform through the entire Lead-to-Cash process, ensuring pricing models align with both customer value and financial objectives. You'll be instrumental in optimizing revenue operations for a company at the intersection of technology and sustainability.
💡 A Day in the Life
A typical day involves collaborating with Product and Finance teams to refine pricing models for Workiva's ESG reporting modules, then translating those models into detailed user stories for the engineering team. You might conduct impact analysis on how a new packaging option affects contract renewal workflows, followed by building a prototype in the CPQ system to validate the approach. The role balances strategic thinking about revenue optimization with hands-on systems analysis across Salesforce and billing platforms.
🚀 Application Tools
🎯 Who Workiva Is Looking For
- Has 6+ years specifically implementing or optimizing CPQ (Configure, Price, Quote) systems for B2B SaaS companies with subscription models, not just general enterprise applications
- Can demonstrate concrete examples of translating complex pricing strategies (like tiered subscriptions, usage-based pricing, or bundled offerings) into functional requirements that engineering teams executed
- Possesses hands-on experience with the entire Quote-to-Cash process in multi-product environments, including contract management, billing systems, and revenue recognition implications
- Has partnered directly with Finance teams to build financial models that validate pricing changes and can speak to the downstream impact on ARR (Annual Recurring Revenue) and CAC (Customer Acquisition Cost)
📝 Tips for Applying to Workiva
Quantify your B2B SaaS experience: Instead of 'worked on pricing projects,' specify 'reduced quote generation time by 30% through CPQ optimization for a $50M ARR SaaS product'
Highlight ESG or compliance domain knowledge: Even if indirect, mention any experience with regulatory reporting, compliance systems, or sustainability metrics that align with Workiva's mission
Tailor your resume to show Lead-to-Cash process ownership: Use their exact terminology ('Lead-to-Cash') and demonstrate how you've managed downstream effects across sales, finance, and operations
Reference specific CPQ systems you've used: Mention experience with platforms like Salesforce CPQ, Apttus, or Oracle CPQ Cloud rather than just saying 'CPQ experience'
Connect your pricing experience to subscription models: Emphasize work with recurring revenue, contract renewals, or usage-based billing rather than one-time transaction pricing
✉️ What to Emphasize in Your Cover Letter
["Demonstrate understanding of Workiva's unique position in ESG reporting and how effective pricing/packaging supports their mission of transparent climate impact communication", "Provide a specific example of how you've translated complex pricing strategies into actionable requirements that drove measurable business outcomes (revenue growth, efficiency gains)", 'Explain your experience partnering with Finance teams to build financial models and how this collaboration ensured pricing changes were financially sound', 'Highlight your ability to conduct end-to-end impact assessments, mentioning a time you identified unexpected downstream effects in a Quote-to-Cash process']
Generate Cover Letter →🔍 Research Before Applying
To stand out, make sure you've researched:
- → Workiva's specific ESG reporting products and how they're currently packaged/priced (look at their website, pricing pages, and product documentation)
- → Recent news about ESG reporting regulations (like SEC climate disclosure rules or EU CSRD) that affect Workiva's customers and might influence pricing strategies
- → Workiva's financial performance and investor materials to understand their revenue model, growth areas, and competitive positioning in ESG reporting
- → The specific GTM (Go-to-Market) systems Workiva likely uses based on job postings and employee profiles (Salesforce is commonly mentioned)
💬 Prepare for These Interview Topics
Based on this role, you may be asked about:
⚠️ Common Mistakes to Avoid
- Presenting generic business analysis experience without specific B2B SaaS, subscription pricing, or CPQ system examples
- Failing to demonstrate understanding of the entire Quote-to-Cash process and how pricing changes affect downstream systems like billing and revenue recognition
- Using consumer product or one-time transaction pricing examples instead of subscription-based, enterprise B2B pricing experience
📅 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:
Application Review
1-2 weeks
Initial Screening
Phone call or written assessment
Interviews
1-2 rounds, usually virtual
Offer
Congratulations!