Application Guide

How to Apply for Solution Sales Executive - Governance, Risk, and Compliance

at Workiva

🏢 About Workiva

Workiva is a leading cloud platform that simplifies complex business reporting, including ESG, financial, and governance, risk, and compliance (GRC) data. Their mission to streamline integrated reporting for transparent climate impact makes them a purpose-driven tech company at the forefront of ESG and compliance innovation. Working here offers the chance to impact how businesses manage risk and sustainability.

About This Role

As a Solution Sales Executive, you'll be the driving force behind acquiring new clients for Workiva's GRC suite within the Corporate Commercial segment. You'll lead the full sales cycle, from prospecting to closing, by demonstrating how Workiva's platform solves critical governance and compliance challenges. Your success directly contributes to Workiva's growth and helps organizations achieve their ESG and risk management goals.

💡 A Day in the Life

You'll start your day reviewing your pipeline and prioritizing follow-ups with prospects, then spend time on discovery calls with potential clients to understand their GRC challenges. Afternoons might involve virtual demos with your solutions consultant, crafting proposals, and collaborating with inside sales to refine your outreach strategy. You'll also stay updated on industry news and regulations to better connect with clients.

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🎯 Who Workiva Is Looking For

  • Proven track record in B2B sales, specifically selling complex SaaS solutions to executive-level buyers (C-suite, VPs of Risk, Compliance, Audit).
  • Deep understanding of the GRC landscape, including risk management, compliance frameworks (e.g., SOX, ISO), and ESG reporting trends.
  • Excellent communication and presentation skills, with the ability to tailor messaging to both technical and business audiences and deliver compelling product demos.
  • Self-motivated and entrepreneurial, comfortable working remotely and collaborating with cross-functional teams (Inside Sales, Solutions Consultants, Partnerships).
  • Experience in the corporate commercial market segment (mid-market to large enterprises) is a plus.

📝 Tips for Applying to Workiva

1

Highlight your experience with GRC solutions or in the GRC industry, even if it's from a related field like audit, risk consulting, or compliance software sales.

2

Quantify your sales achievements in your resume, e.g., 'exceeded quota by 120% consistently' or 'closed $2M in new business annually.'

3

Tailor your resume and cover letter to mention Workiva's specific GRC suite and its focus on ESG reporting, showing you've done your homework on their unique value proposition.

4

Since it's a remote role, emphasize your ability to work independently and your experience with virtual selling tools (e.g., Zoom, Salesforce, LinkedIn Sales Navigator).

5

If you have any certifications (e.g., CRM, CISA, or GRC-related), be sure to list them prominently.

✉️ What to Emphasize in Your Cover Letter

["Your passion for the GRC space and how it aligns with Workiva's mission to streamline reporting for transparency and compliance.", "Specific examples of how you've sold complex solutions and navigated long sales cycles, especially to executive stakeholders.", "Your understanding of the challenges companies face in ESG and risk management, and how Workiva's platform addresses them.", 'Your ability to collaborate with internal teams (like solutions consultants and partnerships) to drive revenue, as this role requires a team-oriented approach.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Study Workiva's platform, especially the GRC module, and understand how it integrates with other solutions like ESG and financial reporting.
  • → Read Workiva's latest ESG report and news about their climate impact initiatives to speak their language.
  • → Review customer success stories or case studies on Workiva's website, particularly in the corporate commercial segment.
  • → Get familiar with the competitive landscape (e.g., AuditBoard, Diligent, ServiceNow) and be ready to articulate Workiva's unique value.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 How would you approach a new territory with no existing relationships? Describe your prospecting strategy.
2 Walk me through a time you had to handle a major objection from a C-level executive. How did you resolve it?
3 How do you stay updated on GRC and ESG trends? Can you name a recent regulation that impacts your clients?
4 Describe a deal you closed that involved multiple stakeholders and a long sales cycle. What was your process?
5 Why Workiva? What differentiates our GRC solution from competitors like AuditBoard or Diligent?
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⚠️ Common Mistakes to Avoid

  • Don't focus solely on quota attainment without showing how you build relationships and solve customer problems—this role is about consultative selling.
  • Avoid generic sales language like 'I'm a closer' without backing it up with specific examples of your process and results.
  • Don't underestimate the importance of GRC domain knowledge; even if you're a great salesperson, a lack of understanding of compliance and risk will show.

📅 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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