Application Guide

How to Apply for Sr. Account Executive - LATAM

at Workiva

🏢 About Workiva

Workiva is a leader in integrated ESG reporting, helping organizations streamline climate impact and compliance. Their platform is trusted by enterprises globally, and they are at the forefront of the growing demand for transparent sustainability reporting.

About This Role

As Sr. Account Executive for LATAM, you'll drive new business in Brazil by prospecting, demoing the Workiva platform, and closing complex enterprise deals. This role is impactful because you'll be expanding Workiva's footprint in a key emerging market, directly contributing to the company's growth in ESG solutions.

💡 A Day in the Life

A typical day might start with reviewing pipeline in Salesforce and strategizing with Inside Sales on target accounts. You'll then conduct a demo of Workiva's ESG platform for a Brazilian manufacturing company, address objections about data integration, and follow up with a proposal. After lunch, you might negotiate pricing with a CFO and end the day by updating CRM and planning outreach for the next week.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • 6+ years of enterprise SaaS sales experience with a proven track record of selling to C-level executives in Brazil.
  • Fluent in Portuguese and English, with deep understanding of Brazilian business culture and compliance landscape.
  • Skilled in managing multiple complex sales cycles, negotiating pricing, and using CRM tools like Salesforce.
  • Experienced in collaborating with Inside Sales, Solution Specialists, and channel partners to generate qualified leads.

📝 Tips for Applying to Workiva

1

Highlight specific examples of closing deals in the Brazil market, especially with enterprise or compliance-focused buyers.

2

Quantify your pipeline management success: mention quota attainment percentages and average deal size.

3

Showcase your experience with ESG or regulatory reporting software, even if indirectly (e.g., selling audit or compliance solutions).

4

Tailor your resume to emphasize fluency in Portuguese and English, and any experience working with global teams.

5

Include a brief note in your cover letter about your understanding of Brazil's ESG regulatory trends (e.g., B3 reporting requirements).

✉️ What to Emphasize in Your Cover Letter

['Emphasize your track record in selling to C-level executives in Brazil and your ability to navigate complex sales cycles.', "Demonstrate knowledge of Workiva's ESG platform and how it addresses Brazil's growing compliance needs.", 'Highlight your fluency in Portuguese and English, and your ability to collaborate with cross-functional teams.', 'Mention specific examples of exceeding sales targets and managing pipeline in a SaaS environment.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Research Workiva's recent ESG reporting features and how they align with Brazil's regulatory framework (e.g., B3, CVM).
  • → Understand Workiva's competitive landscape (e.g., compared to Salesforce Sustainability Cloud or SAP) and how they differentiate.
  • → Review customer case studies, especially for LATAM or similar emerging markets, to understand value propositions.
  • → Check Workiva's investor relations and recent news to understand their growth strategy and focus on ESG.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through a complex sales cycle in Brazil where you had to negotiate pricing and close a deal with C-level executives.
2 How do you generate leads and collaborate with Inside Sales and channel partners to build pipeline?
3 Describe your experience with ESG or compliance-related software sales. How do you position such solutions?
4 How do you manage multiple sales cycles simultaneously and prioritize opportunities?
5 What is your approach to understanding a prospect's pain points and tailoring a demo of the Workiva platform?
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⚠️ Common Mistakes to Avoid

  • Don't be generic about 'passion for sales' without tying it to ESG or compliance. Show specific interest in this niche.
  • Avoid downplaying the importance of CRM hygiene; this role requires maintaining accurate pipeline data.
  • Don't neglect to mention your Portuguese fluency or assume it's implied. Explicitly state your proficiency level.

📅 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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