Application Guide

How to Apply for Senior Account Executive - Enterprise - New Accounts

at Workiva

🏢 About Workiva

Workiva specializes in streamlining integrated ESG (Environmental, Social, and Governance) reporting, helping companies achieve transparent climate impact tracking and compliance. The company stands out by focusing on a critical, growing market need—sustainability reporting—through a platform that simplifies complex data integration. Working at Workiva means contributing to meaningful environmental transparency while selling a solution that addresses regulatory and investor demands.

About This Role

This Senior Account Executive role focuses on acquiring new enterprise customers (new logos) by selling Workiva's core platform to executive-level buyers in private or publicly traded companies. You'll drive sales growth through new subscriptions, professional services, and training, collaborating with Solution Sales teams to deliver multi-solution sales. The impact lies in expanding Workiva's market presence in the strategic commercial segment, directly contributing to revenue from large, high-value accounts.

💡 A Day in the Life

A typical day involves prospecting for new enterprise accounts via remote channels, collaborating with Inside Sales to qualify leads, and partnering with Solution Consulting to tailor platform demonstrations. You'll spend time analyzing customer needs for ESG reporting, engaging executive buyers through virtual meetings, and strategizing with peer Sales teams to drive multi-solution opportunities across your territory.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • Proven track record in enterprise platform sales, specifically with experience selling to C-level executives in private or public companies.
  • Deep understanding of top-tier organizations in their assigned region, with ability to identify and engage strategic new accounts.
  • Exceptional strategic thinking abilities, demonstrated through successful territory management and complex sales cycles.
  • Experience collaborating with internal teams (e.g., Solution Consulting, Inside Sales) to deliver compelling platform demonstrations and multi-solution sales.

📝 Tips for Applying to Workiva

1

Highlight specific examples of new logo sales in enterprise software or platform sales, quantifying results (e.g., 'acquired 5 new Fortune 500 accounts in 2023').

2

Tailor your resume to emphasize experience with ESG, compliance, or sustainability reporting solutions, as this aligns with Workiva's niche.

3

Mention any familiarity with remote sales processes and tools, given the remote nature of the role and Workiva's distributed teams.

4

Research and reference Workiva's platform features, such as integrated reporting capabilities, to show genuine interest in their product.

5

Connect your past sales achievements to Workiva's strategic commercial team focus, emphasizing how you've driven growth in similar high-stakes environments.

✉️ What to Emphasize in Your Cover Letter

["Demonstrate your understanding of Workiva's ESG reporting platform and how it meets complex business needs in sustainability and compliance.", 'Provide a concise case study of a successful new logo enterprise sale, highlighting strategic thinking and executive engagement.', 'Explain your experience collaborating with solution consulting or cross-functional teams to deliver multi-solution sales.', 'Express enthusiasm for remote sales and ability to drive territory growth without in-person oversight.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Explore Workiva's platform demos or case studies to understand how it streamlines ESG reporting for companies.
  • → Investigate Workiva's recent news or press releases about client acquisitions, especially in the enterprise sector.
  • → Review industry trends in ESG reporting and compliance (e.g., SEC regulations, climate disclosure requirements) to contextualize Workiva's value.
  • → Look into Workiva's company culture and remote work policies, as this role is fully remote.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe your process for identifying and engaging executive-level buyers in new accounts within the ESG or compliance space.
2 How have you leveraged solution consulting teams to deliver compelling platform demonstrations that drive customer belief?
3 Share an example of a complex, multi-solution sale you led, including how you managed collaboration across sales teams.
4 What strategies do you use to build relationships and uncover customer needs in a remote sales environment?
5 How do you stay informed about trends in ESG reporting and compliance to position Workiva's platform effectively?
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⚠️ Common Mistakes to Avoid

  • Focusing only on general sales experience without highlighting new logo acquisition or enterprise platform sales specifically.
  • Neglecting to mention ESG, compliance, or sustainability in your application, which shows lack of alignment with Workiva's niche.
  • Overemphasizing individual achievements without demonstrating collaboration with internal teams like Solution Consulting or Inside Sales.

📅 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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