Application Guide

How to Apply for Strategic Account Executive - Expansions Team

at Workiva

🏢 About Workiva

Workiva stands out as a leader in ESG (Environmental, Social, and Governance) reporting technology, specifically helping large enterprises streamline complex compliance and climate impact disclosures. Unlike generic SaaS companies, Workiva focuses on the critical intersection of regulatory compliance, sustainability, and financial reporting, making their platform essential for modern corporations. Working here means contributing to transparent corporate accountability during a pivotal time for climate-conscious business practices.

About This Role

As a Strategic Account Executive on the Expansions Team, you'll focus on growing existing enterprise accounts by identifying upsell and cross-sell opportunities within Workiva's current customer base. This role is impactful because you'll directly drive revenue expansion by demonstrating how Workiva's platform can solve additional compliance and reporting challenges for large organizations, ensuring long-term customer success and retention.

💡 A Day in the Life

A typical day involves analyzing usage data from existing enterprise accounts to identify expansion opportunities, collaborating with Solutions Consultants to prepare tailored demonstrations for upcoming client meetings, and strategizing with internal teams on how to address specific client challenges. You'll spend significant time building relationships with multiple stakeholders at client organizations to understand their evolving compliance needs and position Workiva as the solution.

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🎯 Who Workiva Is Looking For

  • Has 6+ years of enterprise SaaS sales experience specifically with complex, multi-stakeholder platforms (not just point solutions)
  • Demonstrates a proven track record of expanding large enterprise accounts through strategic upsells and navigating complex procurement processes
  • Possesses deep understanding of ESG reporting, financial compliance, or related regulatory landscapes that Workiva addresses
  • Is skilled at collaborating with Solutions Consultants and internal teams to deliver tailored platform demonstrations that address specific client pain points

📝 Tips for Applying to Workiva

1

Quantify your enterprise expansion achievements: Include specific metrics like '% account growth' or 'average deal size increase' with large accounts in your resume

2

Highlight ESG/compliance domain knowledge: Even if indirect, mention any experience with sustainability reporting, SOX, SEC regulations, or similar compliance frameworks

3

Emphasize cross-functional collaboration: Detail how you've worked with Solutions/Pre-sales teams to deliver customized demos for enterprise clients

4

Research Workiva's expansion case studies: Reference specific customer success stories from their website to show you understand their expansion strategy

5

Tailor your application to Alexandria, MN: While remote-friendly, showing awareness of their Minnesota headquarters demonstrates genuine interest in the company culture

✉️ What to Emphasize in Your Cover Letter

['Your specific experience expanding enterprise SaaS accounts (not just new business), with quantifiable results', "Understanding of Workiva's unique position in ESG/compliance reporting and how you can help existing customers expand their usage", 'Examples of navigating complex sales cycles with multiple stakeholders in large organizations', 'Collaboration with technical teams to deliver compelling platform demonstrations that address specific business problems']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Workiva's specific ESG solutions: Study their platform capabilities for climate reporting, SEC compliance, and integrated reporting
  • → Recent customer case studies: Review expansion stories on their website to understand how existing customers grow their Workiva usage
  • → Workiva's competitive landscape: Understand how they differ from general SaaS platforms and specialized ESG tools
  • → The Expansions Team focus: Research how account expansion differs from new business sales in enterprise SaaS

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through your process for identifying expansion opportunities within existing enterprise accounts
2 How would you handle objections from a CFO about expanding their Workiva investment during budget constraints?
3 Describe a time you collaborated with a Solutions Consultant to deliver a platform demonstration that led to an expansion deal
4 What do you know about Workiva's specific ESG reporting capabilities and how they differ from competitors?
5 How do you approach building relationships with multiple stakeholders in a large organization to drive expansion?
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⚠️ Common Mistakes to Avoid

  • Focusing only on new customer acquisition experience without highlighting account expansion/retention achievements
  • Treating Workiva as just another SaaS platform without demonstrating understanding of their specific ESG/compliance focus
  • Using generic sales terminology without providing specific examples of navigating complex enterprise sales cycles

📅 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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