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. Their platform uniquely combines financial reporting, ESG data management, and audit trails into a single cloud solution, making them a leader in the growing sustainability reporting space. Working here means contributing to meaningful environmental transparency while selling a sophisticated enterprise platform.

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 requires deep platform knowledge to demonstrate expanded use cases and navigate complex organizational structures to drive additional revenue from established relationships. Your impact comes from maximizing customer value while strengthening long-term partnerships.

💡 A Day in the Life

A typical day involves analyzing existing customer usage data to identify expansion opportunities, collaborating with customer success teams to understand account health, and preparing tailored demonstrations showing additional Workiva platform capabilities. You'll spend significant time navigating internal stakeholder maps at enterprise accounts and crafting value propositions that address specific regulatory or reporting challenges each department faces.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • Has 6+ years specifically in enterprise SaaS platform sales with documented success expanding large accounts (not just new business)
  • Demonstrates experience navigating multi-stakeholder environments in large organizations, particularly around compliance, finance, or sustainability departments
  • Shows proven ability to sell complex solutions that require integration with existing systems and change management
  • Possesses deep understanding of ESG reporting, climate compliance, or related regulatory environments that Workiva addresses

📝 Tips for Applying to Workiva

1

Quantify your enterprise expansion achievements specifically - include metrics like % account growth, cross-sell rates, or retention improvements from your current/previous roles

2

Highlight any experience with ESG, sustainability reporting, or climate compliance tools in your resume - even if tangential, this domain knowledge is crucial for Workiva

3

Research Workiva's specific platform capabilities beyond basic ESG reporting - mention features like Wdata, Wdesk integration, or audit trails in your application materials

4

Prepare examples of how you've collaborated with inside sales and partnership teams to generate qualified opportunities (as mentioned in the job description)

5

Tailor your application to show you understand this is an expansions role - emphasize account growth experience rather than just new business development

✉️ What to Emphasize in Your Cover Letter

['Your specific experience expanding enterprise SaaS accounts with complex platforms (not just acquiring new logos)', "How you've successfully navigated objections related to platform adoption, integration challenges, or change management in large organizations", "Your understanding of ESG reporting challenges and how Workiva's integrated approach solves specific pain points", 'Examples of collaborating with peer sales teams and partnerships to generate qualified expansion opportunities']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Workiva's specific platform modules and capabilities - particularly their expansion into integrated reporting beyond just ESG
  • → Recent customer case studies on Workiva's website focusing on account expansions and platform adoption growth
  • → The regulatory landscape for ESG reporting (SEC climate rules, CSRD in EU, etc.) that Workiva helps customers navigate
  • → Workiva's partnerships and ecosystem - understanding who they integrate with and how this creates expansion opportunities

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through your most successful enterprise account expansion where you identified and closed additional platform capabilities
2 How would you approach a current Workiva customer using only basic ESG reporting to expand into integrated financial reporting or audit capabilities?
3 Describe your process for collaborating with inside sales and partnership teams to generate qualified expansion opportunities
4 What objections have you encountered when selling platform expansions, and how did you overcome them in enterprise settings?
5 How do you stay current on ESG reporting regulations and how would you leverage this knowledge in expansion conversations?
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⚠️ Common Mistakes to Avoid

  • Focusing primarily on new business acquisition metrics without demonstrating account growth and expansion experience
  • Showing limited understanding of ESG/sustainability reporting landscape or regulatory compliance requirements
  • Presenting generic SaaS sales experience without specific examples of navigating complex enterprise organizational structures for expansions

📅 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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