Application Guide

How to Apply for Senior Account Executive - Italy

at Workiva

🏢 About Workiva

Workiva is a leader in integrated ESG reporting, helping organizations streamline their climate impact and compliance data. With a focus on transparency and innovation, Workiva offers a unique opportunity to work at the intersection of technology and sustainability. Joining Workiva means contributing to a mission-driven company that is shaping the future of corporate accountability.

About This Role

As a Senior Account Executive for Italy, you will drive new business by collaborating with Inside Sales and Partnerships to generate pipeline. You'll lead the sales process from needs analysis to close, delivering compelling demonstrations and addressing customer objections. This role is impactful because you'll help Italian enterprises adopt cutting-edge ESG reporting solutions, directly supporting their sustainability goals.

💡 A Day in the Life

A typical day might start with reviewing pipeline metrics and coordinating with Inside Sales on lead generation strategies. You'll then conduct discovery calls with prospects, followed by a tailored platform demo. Afternoons could involve negotiating contracts with legal teams or meeting with partners to co-sell, ending with updating CRM records and preparing for the next day's client meetings.

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🎯 Who Workiva Is Looking For

  • Proven track record of 6+ years in enterprise technology or complex solution sales, with experience managing large customer accounts.
  • Fluent in Italian and English, with strong communication skills to navigate cross-functional teams and client relationships.
  • Deep understanding of the SaaS business model, including subscription-based pricing and customer success.
  • Adept at consultative selling, with the ability to identify customer pain points and tailor solutions to drive value.

📝 Tips for Applying to Workiva

1

Highlight specific examples of complex sales cycles you've closed, especially those involving multi-stakeholder decision-making.

2

Emphasize any experience with ESG, sustainability, or compliance software, as it directly aligns with Workiva's mission.

3

Tailor your resume to showcase your ability to collaborate with Inside Sales and Partnerships, as this is a key requirement.

4

Mention your fluency in both Italian and English prominently, and provide examples of working in a bilingual environment.

5

Research Workiva's platform and competitors to demonstrate your understanding of the market during the interview.

✉️ What to Emphasize in Your Cover Letter

["Your passion for sustainability and how it aligns with Workiva's mission.", 'Your experience in enterprise SaaS sales, with quantifiable achievements (e.g., revenue targets, deal sizes).', 'Your ability to navigate the Italian market, including cultural nuances and local business practices.', 'Your collaborative approach with internal teams to drive pipeline and close deals.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Review Workiva's ESG reporting platform features and recent case studies to understand customer outcomes.
  • → Study Workiva's competitors in the ESG space (e.g., Salesforce Sustainability Cloud, Greenstone) to articulate differentiation.
  • → Read about Italy's regulatory landscape for ESG reporting (e.g., EU Corporate Sustainability Reporting Directive) to show market insight.
  • → Check Workiva's latest news, partnerships, or awards to demonstrate enthusiasm and up-to-date knowledge.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through a complex sales cycle you managed and how you overcame obstacles.
2 How do you generate and qualify leads in partnership with Inside Sales and channel partners?
3 Describe your experience with ESG reporting or sustainability software. How would you position Workiva's solutions?
4 How do you handle objections from senior stakeholders in large enterprises?
5 What is your approach to forecasting and managing a sales pipeline in a SaaS business?
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⚠️ Common Mistakes to Avoid

  • Focusing only on product features rather than the value proposition and customer outcomes.
  • Underestimating the importance of collaboration with internal teams; this role requires teamwork.
  • Neglecting to mention language skills or not providing evidence of fluency in both Italian and English.

📅 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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