Application Guide

How to Apply for Senior Account Executive - Federal

at Workiva

🏢 About Workiva

Workiva specializes in streamlining integrated ESG (Environmental, Social, and Governance) reporting, helping organizations achieve transparent climate impact tracking and regulatory compliance. Their platform uniquely combines financial reporting with ESG data, making them a leader in the growing sustainability reporting market. Working here means contributing to meaningful climate transparency while selling innovative technology solutions.

About This Role

As a Senior Account Executive - Federal, you'll be responsible for selling Workiva's ESG reporting platform specifically to U.S. federal government agencies. This involves prospecting, demonstrating complex software, and navigating federal procurement processes to help government clients meet their climate reporting and compliance requirements. Your success directly impacts how federal agencies track and report their environmental impact.

💡 A Day in the Life

Your day typically starts with reviewing federal procurement opportunities and identifying agencies with upcoming ESG reporting needs. You might spend the morning preparing a customized platform demonstration for a Department of Energy team, then collaborate with Workiva's solution specialists to address technical questions. Afternoons often involve strategic planning with inside sales to qualify new federal leads and updating your pipeline with MEDDPICC metrics for upcoming procurement deadlines.

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🎯 Who Workiva Is Looking For

  • Has 6+ years of enterprise SaaS sales experience specifically targeting the federal government market, with proven success navigating complex procurement cycles
  • Demonstrates expertise in federal sales methodologies like MEDDPICC or Command of the Message, with experience applying them to technology solutions
  • Possesses deep understanding of ESG reporting requirements and can speak knowledgeably about climate compliance challenges facing federal agencies
  • Can effectively demonstrate complex software platforms to technical and non-technical government stakeholders while handling objections specific to public sector procurement

📝 Tips for Applying to Workiva

1

Quantify your federal sales achievements with specific metrics (deal sizes, win rates, procurement cycles) rather than just listing responsibilities

2

Highlight any experience with ESG, sustainability reporting, or climate compliance in your resume, even if tangential to your sales role

3

Research Workiva's specific federal government clients or case studies and reference how your experience aligns with their needs

4

Demonstrate understanding of both the technical aspects of SaaS platforms AND the unique challenges of federal procurement processes

5

Show how you've used MEDDPICC or similar methodologies in actual federal sales situations with concrete examples

✉️ What to Emphasize in Your Cover Letter

['Your specific experience selling complex SaaS solutions to federal agencies, including procurement process knowledge', "Understanding of ESG reporting requirements and how Workiva's platform addresses federal climate compliance needs", 'Examples of using structured sales methodologies (MEDDPICC, Command of the Message) to close federal deals', 'How you would prospect and build relationships within specific federal agencies that need ESG reporting solutions']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Workiva's specific ESG reporting capabilities and how they differ from competitors in the federal space
  • → Current federal ESG and climate reporting mandates (like Executive Order 14057) that create demand for Workiva's solutions
  • → Workiva's existing federal government clients and case studies to understand their implementation approach
  • → The company's recent news about federal contracts or partnerships to understand their growth strategy in this sector

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through a complex federal SaaS deal you closed from prospecting to procurement, highlighting your use of MEDDPICC
2 How would you approach prospecting for ESG reporting solutions within federal agencies that may not yet recognize this need?
3 Describe how you would demonstrate Workiva's platform to both technical IT staff and program managers in a federal agency
4 What objections do you anticipate from federal clients regarding ESG reporting platforms, and how would you address them?
5 How do you stay current on federal procurement regulations and ESG reporting requirements that affect your sales strategy?
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⚠️ Common Mistakes to Avoid

  • Applying with generic SaaS sales experience without specific federal government sales examples and results
  • Failing to demonstrate understanding of ESG/climate reporting requirements relevant to federal agencies
  • Not being able to articulate how you would apply structured sales methodologies (MEDDPICC) to federal procurement cycles

📅 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!

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Good luck with your application to Workiva!

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