Application Guide

How to Apply for Strategic Account Executive - Financial Services

at Workiva

🏢 About Workiva

Workiva is a leader in integrated ESG reporting, helping financial services firms streamline climate impact and compliance. Its platform uniquely combines financial and ESG data, making it critical for institutions facing regulatory pressures. Joining Workiva means being at the forefront of sustainable finance innovation.

About This Role

As a Strategic Account Executive for Financial Services, you'll drive platform adoption at large banks, insurers, and asset managers. You'll manage complex enterprise sales cycles, engaging CFOs and sustainability officers to position Workiva as a strategic partner. This role directly impacts how financial institutions navigate ESG transparency and regulatory compliance.

💡 A Day in the Life

Start with reviewing pipeline and prioritizing outreach to CFOs and ESG leads at target banks. Attend a cross-functional call with Solutions Sales and Customer Success to align on a multi-product opportunity. Spend the afternoon preparing a custom demo for a prospect's sustainability team, highlighting how Workiva streamlines ESG data collection and audit readiness.

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Interview Prep

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🎯 Who Workiva Is Looking For

  • 6+ years of enterprise SaaS sales experience, specifically selling to Financial Services institutions and C-level buyers (CFO, Treasurer, Head of ESG).
  • Proven track record of managing complex, multi-stakeholder sales cycles ($500k+ ACV) and building executive relationships.
  • Deep understanding of ESG reporting challenges in financial services, including regulatory frameworks like SEC climate rules, TCFD, and SFDR.
  • Executive presence and business acumen to articulate ROI of integrated ESG reporting to both technical and non-technical stakeholders.

📝 Tips for Applying to Workiva

1

Highlight specific deals with Financial Services clients, especially those involving CFO or ESG officer stakeholders, using metrics like deal size and cycle length.

2

Demonstrate knowledge of Workiva's platform by mentioning its ESG reporting capabilities and how they differ from competitors like Salesforce Net Zero Cloud or Persefoni.

3

In your resume, use keywords from the job description: 'strategic territory plans', 'multi-solution growth', 'office of the CFO', 'integrated reporting'.

4

Prepare a brief case study of how you've navigated a complex sale with multiple decision-makers (e.g., IT, Finance, Sustainability) and won.

5

Network with current Workiva employees on LinkedIn, especially those in Financial Services sales, to learn about the culture and pain points.

✉️ What to Emphasize in Your Cover Letter

['Your experience selling to Financial Services and the office of the CFO, with specific examples of navigating regulatory or compliance-driven sales.', "Passion for ESG and sustainability, and how Workiva's integrated reporting helps financial institutions manage climate risk.", 'Ability to collaborate cross-functionally (with Solutions Sales, Customer Success) to drive multi-product adoption.', 'Strategic thinking in developing territory plans and building pipelines in the Financial Services sector.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Read Workiva's latest ESG report and understand how their platform helps companies meet climate disclosure requirements.
  • → Review recent press releases about Workiva's partnerships in financial services (e.g., integrations with SAP, Oracle).
  • → Study the competitive landscape: identify 3 key competitors and Workiva's differentiators (e.g., unified data model, audit trail).
  • → Understand the regulatory pressures on financial institutions (e.g., SEC climate rule, Fed climate stress tests) and how Workiva addresses them.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 How would you develop a territory plan for the top 10 US banks? Walk through your approach to identifying opportunities and building relationships.
2 Describe a time you sold to a CFO or Chief Sustainability Officer. What were their key concerns and how did you address them?
3 How do you handle a long, complex sales cycle with multiple stakeholders? Provide a specific example.
4 What is your understanding of the current ESG reporting landscape for financial institutions, including SEC, TCFD, and CSRD?
5 How would you position Workiva against a competitor like Salesforce or a boutique ESG reporting tool?
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⚠️ Common Mistakes to Avoid

  • Don't focus solely on generic sales achievements; always tie them to Financial Services, ESG, or complex enterprise sales.
  • Avoid lacking specific knowledge about Workiva's platform or ESG reporting regulations; this signals lack of preparation.
  • Don't underestimate the importance of cross-functional collaboration; emphasize how you've worked with internal teams to close deals.

📅 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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