Application Guide

How to Apply for Solution Sales Executive - Governance, Risk & Compliance - Western Canada

at Workiva

🏢 About Workiva

Workiva is a leader in connected reporting and compliance solutions, uniquely positioned at the intersection of ESG, GRC, and financial reporting. Their platform streamlines integrated ESG reporting, helping organizations transparently manage climate impact and compliance, making it an exciting place for those passionate about sustainability and governance.

About This Role

As a Solution Sales Executive for GRC in Western Canada, you'll drive new business by collaborating with inside sales, solution specialists, and partners to generate qualified opportunities. You'll deliver compelling demonstrations, handle objections, and close deals with executive-level buyers, directly impacting how organizations manage risk and compliance in a rapidly evolving regulatory landscape.

💡 A Day in the Life

Your day might start with a pipeline review with Inside Sales to prioritize leads, followed by a tailored demo for a mining company's CCO on ESG reporting. After lunch, you'd strategize with a Solution Specialist on a complex RFP, then attend a networking event with compliance leaders. You'd end the day updating Salesforce forecasts and preparing for tomorrow's executive presentation.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • Has 4+ years of experience selling GRC solutions to executive-level buyers in Western Canada, with a proven track record of meeting or exceeding sales quotas.
  • Possesses deep understanding of SaaS business models and can demonstrate complex software applications effectively, tailoring demos to customer pain points.
  • Demonstrates executive presence and ability to manage multiple complex sales cycles simultaneously, with strong forecasting and strategic planning skills.
  • Has an undergraduate degree or equivalent experience, and is passionate about ESG, governance, and compliance trends in the Canadian market.

📝 Tips for Applying to Workiva

1

Highlight specific examples of selling GRC solutions to Western Canadian enterprises, especially in industries like energy, mining, or finance where ESG pressures are high.

2

Quantify your sales achievements, such as 'closed $X in new ARR' or 'exceeded quota by Y%' in previous roles.

3

Mention any experience with Workiva's competitors (e.g., Diligent, SAI Global) and how you differentiate.

4

Tailor your resume to emphasize SaaS demo skills and executive-level relationship management, not just general sales.

5

In your cover letter, reference Workiva's focus on integrated ESG reporting and how your experience aligns with helping clients achieve transparency in climate impact.

✉️ What to Emphasize in Your Cover Letter

['Emphasize your experience selling GRC solutions to C-level executives in Western Canada, with specific examples of navigating complex sales cycles.', "Show understanding of Workiva's unique value in connecting ESG, financial, and compliance data, and how you can articulate that to buyers.", 'Demonstrate your ability to collaborate with internal teams (Inside Sales, Solutions Specialists) to drive pipeline and close deals.', "Express enthusiasm for Workiva's mission to streamline ESG reporting and your alignment with their focus on transparency and sustainability."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Read Workiva's latest ESG reports and press releases to understand their product roadmap and market positioning.
  • → Study Workiva's competitors in Canada, such as Diligent, SAI Global, and IBM OpenPages, to identify differentiation points.
  • → Review case studies or testimonials from Western Canadian clients to understand common pain points and success stories.
  • → Learn about Canadian ESG regulations (e.g., CSA climate disclosure proposals) and how Workiva helps clients comply.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you handled objections during a complex software demo; how did you pivot to close the deal?
2 How do you forecast sales accurately in a territory like Western Canada? Walk us through your process.
3 What trends in ESG and GRC are most impacting Canadian companies, and how would you leverage them in sales conversations?
4 How would you collaborate with Inside Sales and Solution Specialists to generate qualified leads? Give an example.
5 Explain how you would demonstrate Workiva's integrated reporting platform to a skeptical CFO or Chief Compliance Officer.
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⚠️ Common Mistakes to Avoid

  • Using generic sales achievements without tying them to GRC or ESG – be specific to the role's focus.
  • Failing to demonstrate knowledge of the Canadian market, especially Western Canada's unique industries (oil & gas, mining, tech).
  • Overemphasizing cold calling when the role relies on collaboration with internal teams and partners – highlight teamwork.

📅 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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