Application Guide

How to Apply for Senior Solution Sales Executive - Sustainability Reporting (Strategic Accounts)

at Workiva

🏢 About Workiva

Workiva is a leader in streamlining integrated ESG reporting, helping organizations transparently manage climate impact and compliance. Its cloud-based platform simplifies complex sustainability data management, making it a compelling choice for those passionate about driving environmental change through technology.

About This Role

As a Senior Solution Sales Executive for Strategic Accounts, you'll lead the sales cycle for Workiva's sustainability reporting solutions, targeting large enterprises. Your role involves prospecting, delivering demos, and closing deals, directly impacting how companies report their ESG performance and comply with regulations.

💡 A Day in the Life

A typical day starts with reviewing pipeline and coordinating with Inside Sales on new leads. You might spend the morning delivering a tailored demo to a CFO and sustainability team, followed by a pricing negotiation call. Afternoon involves strategizing with partners on joint campaigns and updating CRM with next steps, ending with research on a prospect's ESG challenges.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • Has 6+ years of experience in sustainability consulting or selling sustainability solutions, with a proven track record in strategic account sales.
  • Possesses deep knowledge of carbon accounting, ESG frameworks (e.g., GRI, SASB, TCFD), and SaaS business models.
  • Excels at demonstrating complex software applications, translating technical features into business value for C-suite stakeholders.
  • Thrives in a collaborative environment, working with Inside Sales and Partnerships to build pipeline and close deals.

📝 Tips for Applying to Workiva

1

Quantify your sales achievements: include specific revenue targets met, pipeline growth, or deal sizes closed in sustainability/SaaS.

2

Highlight your carbon accounting expertise: mention any certifications (e.g., GHG Protocol) or hands-on experience with carbon calculation tools.

3

Tailor your resume to show understanding of Workiva's platform: research how it integrates ESG data and mention similar tools you've used.

4

Emphasize strategic account management: provide examples of managing complex, multi-stakeholder sales cycles with large enterprises.

5

Include a cover letter that connects your personal passion for sustainability with Workiva's mission, not just your sales skills.

✉️ What to Emphasize in Your Cover Letter

['Your experience driving revenue growth in sustainability solutions, with concrete examples of closing deals with strategic accounts.', 'Your technical knowledge of carbon accounting and ESG reporting standards, demonstrating credibility with sustainability buyers.', "How you collaborate across teams (sales, partnerships, product) to deliver value, aligning with Workiva's cross-functional approach.", "Your motivation to work at Workiva specifically, referencing their platform's unique value in streamlining integrated reporting."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Read Workiva's latest ESG report and case studies to understand their platform's capabilities and client success stories.
  • → Familiarize yourself with Workiva's partner ecosystem (e.g., Salesforce, SAP) and how they integrate for sustainability reporting.
  • → Study the competitive landscape: compare Workiva with other ESG reporting tools (e.g., Persefoni, Salesforce Net Zero Cloud) to differentiate.
  • → Review recent news about Workiva's expansion in Canada and any specific regulations (e.g., Canadian Sustainability Standards Board) affecting the market.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through how you would prospect and qualify a strategic account for sustainability reporting software.
2 Describe a time you handled a pricing objection while maintaining value; how did you negotiate?
3 How do you stay current with evolving ESG regulations (e.g., CSRD, SEC climate rule) and incorporate them into your sales pitch?
4 Give an example of a complex demo you delivered; how did you tailor it to the audience's needs?
5 How would you collaborate with Inside Sales and Partnerships to generate pipeline for a large enterprise?
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⚠️ Common Mistakes to Avoid

  • Focusing only on sales metrics without linking them to sustainability outcomes; show you understand the 'why' behind ESG reporting.
  • Downplaying the technical aspect: this role requires hands-on demos, so prepare to discuss software features and data integration confidently.
  • Being too generic about your sales process: tailor your examples to strategic, long-cycle B2B SaaS sales, not transactional selling.

📅 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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