Application Guide

How to Apply for Strategic Account Executive - Expansions Team

at Workiva

🏢 About Workiva

Workiva specializes in integrated ESG reporting, helping organizations achieve transparent climate impact tracking and compliance. Unlike generic SaaS companies, Workiva focuses specifically on the growing ESG (Environmental, Social, Governance) reporting space, which is increasingly regulated and critical for modern enterprises. Working here means contributing to meaningful environmental transparency while selling a platform that addresses a clear market need.

About This Role

As a Strategic Account Executive on the Expansions Team, you'll focus on expanding Workiva's footprint within existing large enterprise accounts by identifying upsell and cross-sell opportunities. This role involves collaborating closely with peer sales teams, inside sales, and partnerships to generate qualified opportunities, then leading complex sales cycles to demonstrate Workiva's value in ESG reporting. Your impact comes from deepening client relationships and driving platform adoption across large organizations.

💡 A Day in the Life

A typical day involves analyzing existing enterprise accounts to identify expansion opportunities, collaborating with inside sales and partnerships to generate qualified leads, and preparing for platform demonstrations with the solutions consulting team. You'll spend time navigating complex stakeholder landscapes, addressing specific ESG reporting objections, and guiding sales processes toward closure by showcasing Workiva's integrated value proposition.

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🎯 Who Workiva Is Looking For

  • Has 6+ years of enterprise technology sales experience, specifically with complex SaaS platforms (not just point solutions) sold into large accounts
  • Demonstrates a proven track record of navigating multi-stakeholder sales cycles in large organizations, with experience in expansion/upsell motions rather than just new business
  • Possesses deep understanding of enterprise sales methodologies and can showcase specific examples of overcoming objections in complex solution sales
  • Has experience or strong interest in ESG, sustainability reporting, or compliance-related software, allowing them to speak credibly about Workiva's niche

📝 Tips for Applying to Workiva

1

Quantify your enterprise sales achievements specifically for platform expansions/upsells (e.g., 'Increased ACV by 40% through cross-selling modules across 15 enterprise accounts')

2

Highlight any ESG, sustainability, or compliance-related sales experience, even if tangential—Workiva values domain relevance in this niche market

3

Emphasize collaboration experience with solutions consulting teams, as this role specifically partners with them for demonstrations

4

Tailor your resume to show progression in enterprise account management, not just new business acquisition

5

Research and reference Workiva's specific platform capabilities for ESG reporting in your application materials

✉️ What to Emphasize in Your Cover Letter

['Your experience navigating complex sales cycles in large enterprises, specifically for platform expansions rather than initial sales', 'Examples of collaborating successfully with solutions consultants or technical teams during demonstrations', "Understanding of ESG reporting challenges and how Workiva addresses them (show you've done your homework)", 'Specific achievements in enterprise SaaS sales with quantifiable expansion results']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Workiva's specific ESG reporting modules and how they integrate with existing enterprise systems
  • → Recent ESG regulations (like CSRD in EU or SEC climate rules) that drive demand for Workiva's solutions
  • → Workiva's customer case studies, particularly for enterprise account expansions
  • → The company's partnerships and how they influence the sales ecosystem

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe your process for identifying expansion opportunities within existing enterprise accounts
2 How do you handle objections when selling complex platforms versus point solutions?
3 Walk us through a time you partnered with a solutions consulting team to deliver a compelling demonstration
4 What do you know about ESG reporting requirements and how Workiva's platform addresses them?
5 How do you navigate multi-stakeholder decision-making processes in large organizations?
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⚠️ Common Mistakes to Avoid

  • Focusing only on new business sales experience without highlighting expansion/upsell achievements
  • Treating this as a generic SaaS sales role without demonstrating understanding of ESG/compliance context
  • Failing to show collaboration examples with technical teams or solutions consultants in past roles

📅 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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