Application Guide

How to Apply for Strategic Account Executive - Financial Services - Expansions

at Workiva

🏢 About Workiva

Workiva specializes in integrated ESG reporting, helping financial services firms achieve transparent climate impact reporting and compliance. Unlike generic SaaS companies, Workiva focuses specifically on the complex regulatory and sustainability reporting needs of financial institutions. Their platform streamlines what has traditionally been a fragmented, manual process into a cohesive digital solution.

About This Role

As a Strategic Account Executive for Financial Services Expansions, you'll be responsible for expanding Workiva's footprint within existing enterprise financial services clients by selling additional platform solutions. This role focuses on upselling and cross-selling to executive buyers who already use Workiva, requiring deep understanding of both the platform's capabilities and clients' evolving ESG reporting needs. Your success directly impacts Workiva's revenue growth while helping financial institutions meet increasingly stringent sustainability reporting requirements.

💡 A Day in the Life

A typical day involves analyzing usage data from existing financial services clients to identify expansion opportunities, collaborating with customer success teams to understand client pain points, preparing customized platform demonstrations highlighting additional ESG reporting modules, and presenting value propositions to executive buyers about how expanded Workiva usage can solve their specific compliance challenges. You'll spend significant time navigating complex procurement processes while maintaining relationships with multiple stakeholders at client organizations.

🚀 Application Tools

Generate Cover Letter

AI-powered, tailored for Workiva

Interview Prep

Practice questions for this role

🎯 Who Workiva Is Looking For

  • Has 6+ years of enterprise SaaS sales experience specifically selling to C-suite executives in financial services (banks, asset managers, insurance companies)
  • Demonstrates proven success in expansion/upsell sales within existing enterprise accounts, not just new logo acquisition
  • Understands both the technical aspects of SaaS platforms and the regulatory/compliance challenges in financial services ESG reporting
  • Has consistently exceeded sales quotas by selling multiple solutions/platform modules to the same enterprise clients

📝 Tips for Applying to Workiva

1

Quantify your expansion sales achievements: Instead of just listing 'exceeded quota,' specify 'increased average deal size by 40% through cross-selling 3 additional modules to existing financial services clients'

2

Highlight specific financial services experience: Mention specific types of financial institutions you've sold to (e.g., 'sold to global investment banks' or 'worked with insurance company compliance teams')

3

Demonstrate ESG/regulatory knowledge: Briefly mention your understanding of sustainability reporting frameworks (SASB, TCFD, GRI) relevant to financial services

4

Show platform selling expertise: Describe how you've sold integrated solutions rather than standalone products, mirroring Workiva's platform approach

5

Reference Workiva's specific value proposition: Connect your experience to Workiva's 'streamlining integrated ESG reporting' mission rather than generic SaaS benefits

✉️ What to Emphasize in Your Cover Letter

['Your experience selling expansion/upsell solutions to existing enterprise clients in financial services', 'Specific examples of navigating complex sales cycles with executive buyers in regulated industries', "Understanding of how integrated platforms (like Workiva's) solve business problems better than point solutions", "Alignment with Workiva's mission of simplifying ESG reporting and compliance for financial institutions"]

Generate Cover Letter →

🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Workiva's specific ESG reporting modules for financial services and how they integrate
  • → Recent ESG regulations affecting financial institutions (EU Sustainable Finance Disclosure Regulation, SEC climate disclosure rules)
  • → Workiva's existing financial services clients and case studies (available on their website)
  • → How Workiva's platform differs from competitors like SAP, Workday, or dedicated ESG software providers

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through your most successful expansion sale to an existing financial services client
2 How would you identify upsell opportunities within a bank already using Workiva for basic ESG reporting?
3 Describe your approach to handling objections from a CFO concerned about additional platform costs
4 What do you know about current ESG reporting regulations affecting financial institutions?
5 How would you collaborate with Workiva's partnerships team to identify expansion opportunities?
Practice Interview Questions →

⚠️ Common Mistakes to Avoid

  • Focusing only on new customer acquisition rather than expansion sales within existing accounts
  • Treating this as a generic SaaS sales role without demonstrating financial services industry knowledge
  • Failing to understand the difference between selling standalone products versus integrated platform solutions

📅 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!

← Back to Job Listing Apply Now →