Application Guide

How to Apply for Strategic Account Executive - Expansions Team

at Workiva

🏢 About Workiva

Workiva is a leader in connected reporting and compliance solutions, uniquely positioned at the intersection of financial reporting, ESG, and regulatory compliance. Their platform helps global enterprises streamline complex reporting processes, making them a key player in the growing demand for transparent climate impact and ESG data management.

About This Role

As a Strategic Account Executive on the Expansions Team, you'll focus on driving growth within Workiva's largest existing customer accounts in the West Region. Your role is pivotal in identifying upsell and cross-sell opportunities for Workiva's core platform and multi-solution offerings, directly impacting customer retention and revenue expansion.

💡 A Day in the Life

Your day might start with analyzing account health metrics to prioritize which customers have expansion potential, followed by a call with a CFO to discuss their evolving reporting needs. You'd then collaborate with a solutions consultant to tailor a demo for a multi-solution upsell, and end the day by reviewing a partnership lead from Inside Sales to qualify a new opportunity.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • Proven track record in enterprise platform sales, specifically selling to C-level executives at large private or publicly traded companies.
  • Deep understanding of the West Region's top-tier organizations and their complex business needs, with a network of executive relationships.
  • Experience collaborating with solution sales teams and leveraging partnerships to drive multi-solution deals.
  • Strategic thinking and ability to navigate long, consultative sales cycles, with expertise in ESG, compliance, or financial reporting solutions.

📝 Tips for Applying to Workiva

1

Tailor your resume to highlight expansion sales (upsells/cross-sells) within existing enterprise accounts, not just new logo acquisitions.

2

Quantify your achievements in terms of revenue growth, contract value, and customer retention metrics specific to the West Region.

3

Emphasize experience selling to C-suite buyers (CFO, Controller, VP of Finance) and influencing executive stakeholders.

4

Showcase familiarity with ESG reporting regulations (e.g., SEC climate rules, CSRD) and how Workiva's platform addresses them.

5

Mention any collaboration with solution consultants or partners to deliver multi-product solutions in your previous roles.

✉️ What to Emphasize in Your Cover Letter

["Demonstrate your understanding of Workiva's unique value in streamlining ESG and financial reporting for large enterprises.", 'Highlight your success in driving expansion revenue within complex accounts, citing specific examples and results.', "Explain how your network and knowledge of the West Region's business landscape will help you identify opportunities.", "Express passion for sustainability and compliance, aligning with Workiva's mission to enable transparent climate impact reporting."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Review Workiva's latest ESG and financial reporting platform features, especially any recent updates for large enterprises.
  • → Study Workiva's customer success stories and case studies, particularly those in the West Region or similar industries.
  • → Understand the competitive landscape (e.g., BlackLine, OneStream, SAP) and how Workiva differentiates in expansion sales.
  • → Familiarize yourself with key ESG reporting frameworks (GRI, SASB, TCFD) and regulatory trends affecting Workiva's customers.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you identified an expansion opportunity within an existing account and how you executed the upsell.
2 How do you build relationships with C-level executives to uncover unarticulated needs?
3 Walk me through your approach to collaborating with solution consultants and partnerships on a multi-solution deal.
4 How do you stay updated on ESG regulations and how they impact enterprise reporting needs?
5 Tell me about a challenging sales cycle in the West Region and how you overcame obstacles to close the deal.
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⚠️ Common Mistakes to Avoid

  • Focusing on new logo sales instead of expansion within existing accounts—this role is about growing current customer relationships.
  • Lack of specific examples with metrics—vague claims about 'increasing revenue' without numbers won't stand out.
  • Ignoring the ESG component—this role is deeply tied to Workiva's ESG reporting solutions; not addressing it shows lack of research.

📅 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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