Get the chrome extension Strategic Account Executive - Expansions Team
Workiva
The Strategic Account Executive is responsible for obtaining customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Strategic Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts.
Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer expansions within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training.
You will engage with existing customers - leveraging Workiva’s platform to meet their complex business needs. The ideal candidate will have a proven track record in enterprise platform sales, exceptional strategic thinking abilities, and a deep understanding of the top tier organizations.
What You’ll Do
- Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities
- Utilize information gathered during the needs analysis phase to partner with solution consulting team to deliver a compelling demonstration of the Workiva platform, in partnerships with the Solutions Consulting Team, creating a customer belief in the necessity of Workiva solutions
- Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution
- Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition
- Regularly and promptly update customer relationship management tools to report customer contacts
- Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales
- Develop and deliver strategic account planning with purposeful action to secure sales success
- Rally internal support to pursue an account and optimize internal resources
- Prioritize selling activities and ensure timely follow-through
- Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset
What You'll Need
Minimum Qualifications
- 6+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts
- Undergraduate Degree or equivalent combination of knowledge and related career experience
Preferred Qualifications
- Proven track record in enterprise platform sales
- Demonstrated experience navigating and delivering SaaS sales success across large, enterprise organizations
- Strong business acumen and ability to understand complex business issues
- Executive presence; ability to communicate at the most senior level
- Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.
- Ability to manage multiple complex sales cycles simultaneously
- Ability to negotiate pricing with a focus on retaining value
- Capability for achieving (and exceeding) sales quota targets
Travel Requirements and Working Conditions
- Up to 30% travel for regular customer meetings and events
- Reliable internet access required for any period of time working remotely and not in a Workiva office
How You’ll Be Rewarded
✅ On Target Earnings (OTE) range in the US: 212,000.00 - 345,000.00 USD Annual✅ Eligible for commission based on sales performance
✅ Restricted Stock Units granted at time of hire
✅ 401(k) match and comprehensive employee benefits package
The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.
Why Join Workiva
Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.
At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.
Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email .
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
Originally posted on Himalayas
Strategic Account Executive
Gridsight
Company & Role Overview
Gridsight is a rapidly growing GridTech startup that is accelerating global electrification and decarbonisation. We are building a software platform for electricity utilities that enables utilities to modernise grid operations and unlock transformational new capabilities such as dynamic grid management. The opportunity is enormous ($1B+ ARR).
We were founded in Australia, the world’s most advanced/decentralized electricity distribution grid (over 40% of homes in Australia have rooftop solar), and are already working with over 50% of Australian utilities. The US market is beginning to catch up and we have partnered with a Top 5 US utility and lighthouse customer, to pioneer our platform in the USA. We have gruelling sales cycles but $1M - $10M ACVs and have grown ARR 3.4x the past 6 months. Founder/generalist-led sales to-date.
We are seeking a hungry, creative and experienced Strategic/Enterprise Account Executive to drive our commercialization efforts forward in the US. You will play a pivotal role in developing and executing strategies to land new business and expand existing customers. This is a unique opportunity to build the sales foundation of an early-stage, category-defining company that is changing our world for the better.
Key Responsibilities:
Prospecting and Pipeline Development
- Identify, target, and engage high-potential utility accounts, initiating the outreach and sales process from the ground up.
- Develop and execute account plans that position our SaaS solutions as the go-to choice for electricity utilities.
- Takeover the existing sales pipeline, and accelerate its growth, working to drive consistent lead generation and qualification.
Sales Execution
- Own the full sales cycle, including prospecting, discovery, proposal development, negotiation, and contract closure with ACVs ranging from $1M to $10M+.
- Conduct impactful presentations and demonstrations to senior stakeholders, including C-level executives and utility leadership teams.
- Develop compelling business cases and ROI analyses to address customer pain points and highlight the value of Gridsight’s platform.
Relationship-Building and Thought Leadership
- Develop trusted relationships with key decision-makers and influencers at utility companies, including C-level executives and senior leadership.
- Act as a consultant, providing thought leadership and industry insights to help utilities solve key business challenges with our software.
- Represent Gridsight at industry conferences, trade shows, and webinars, building credibility and expanding networks.
Collaboration Across Teams
- Partner closely with Solutions Engineering, Product, and Customer Success to ensure a seamless transition from sales to implementation.
- Work closely with Marketing, Product, and Customer Success teams to ensure alignment in messaging, customer needs, and product development.
- Provide valuable customer feedback to help shape product roadmaps and refine go-to-market strategies.
Improving the Sales Foundation
- Work within the commercial leadership team to define and refine the sales strategy, positioning, and messaging tailored for the utility sector.
- Contribute to building playbooks, sales training programs, and best practices that will guide future hires as the team scales.
Sales Performance and Reporting
- Meet or exceed sales targets, managing your quota-driven results effectively.
- Use CRM systems to track sales activity, maintain pipeline integrity, and provide regular reports to leadership.
Qualifications:
Experience
- 6+ years of enterprise sales experience, with a focus on net-new business development in SaaS or enterprise technology.
- Proven track record of consistently meeting or exceeding revenue targets with ACVs ranging from $1M to $10M+.
- Demonstrated success in developing and executing sales strategies from the ground up in early-stage sales environments.
- Experience selling to regulated industries, such as utilities, energy, telecommunications, or government is preferred.
Skills
- Exceptional prospecting and pipeline-building skills, with the ability to identify and engage key decision-makers.
- Strong consultative selling skills, with expertise in articulating complex value propositions and delivering ROI-driven business cases to affect influence.
- Excellent negotiation and closing skills, with a history of navigating complex, multi-stakeholder deals.
Knowledge
- Interest in the challenges and trends in the utilities and energy sectors, including grid modernization, sustainability, and regulatory dynamics.
- Strong understanding of enterprise SaaS, cloud-based platforms, and subscription business models.
Attributes
- Self-starter with a proactive, results-oriented mindset and a passion for growth.
- Exceptional communication and interpersonal skills, with the ability to build rapport and trust quickly.
- Comfortable with ambiguity and excited by the opportunity to help define and shape the future of the sales organization.
- Keenness to travel for client meetings and industry events - heavily in-person (relationship/trust-centric) industry
Compensation Package:
Whatever’s required for the best in market - this is one of our highest leverage roles - we are seeking the best and have the ability to pay for it. Rough expectations:
- Compensation structure to be 50/50 base/OTE commission
- Uncapped, accelerating commission
- Option to trade some commission for ESOP available
And all the table stakes stuff like PTO, health care, $2.5k wellness stipend and parental leave.
What We Offer:
- Work with the most impressive humans you’ve ever had the pleasure of working with
- Make a lot of money
- Literally change the world
Originally posted on Himalayas
Strategic Account Executive
Gridsight
Company & Role Overview
Gridsight is a rapidly growing GridTech startup that is accelerating global electrification and decarbonisation. We are building a software platform for electricity utilities that enables utilities to modernise grid operations and unlock transformational new capabilities such as dynamic grid management. The opportunity is enormous ($1B+ ARR).
We were founded in Australia, the world’s most advanced/decentralized electricity distribution grid (over 40% of homes in Australia have rooftop solar), and are already working with over 50% of Australian utilities. The US market is beginning to catch up and we have partnered with a Top 5 US utility and lighthouse customer, to pioneer our platform in the USA. We have gruelling sales cycles but $1M - $10M ACVs and have grown ARR 3.4x the past 6 months. Founder/generalist-led sales to-date.
We are seeking a hungry, creative and experienced Strategic/Enterprise Account Executive to drive our commercialization efforts forward in the US. You will play a pivotal role in developing and executing strategies to land new business and expand existing customers. This is a unique opportunity to build the sales foundation of an early-stage, category-defining company that is changing our world for the better.
Key Responsibilities:
Prospecting and Pipeline Development
- Identify, target, and engage high-potential utility accounts, initiating the outreach and sales process from the ground up.
- Develop and execute account plans that position our SaaS solutions as the go-to choice for electricity utilities.
- Takeover the existing sales pipeline, and accelerate its growth, working to drive consistent lead generation and qualification.
Sales Execution
- Own the full sales cycle, including prospecting, discovery, proposal development, negotiation, and contract closure with ACVs ranging from $1M to $10M+.
- Conduct impactful presentations and demonstrations to senior stakeholders, including C-level executives and utility leadership teams.
- Develop compelling business cases and ROI analyses to address customer pain points and highlight the value of Gridsight’s platform.
Relationship-Building and Thought Leadership
- Develop trusted relationships with key decision-makers and influencers at utility companies, including C-level executives and senior leadership.
- Act as a consultant, providing thought leadership and industry insights to help utilities solve key business challenges with our software.
- Represent Gridsight at industry conferences, trade shows, and webinars, building credibility and expanding networks.
Collaboration Across Teams
- Partner closely with Solutions Engineering, Product, and Customer Success to ensure a seamless transition from sales to implementation.
- Work closely with Marketing, Product, and Customer Success teams to ensure alignment in messaging, customer needs, and product development.
- Provide valuable customer feedback to help shape product roadmaps and refine go-to-market strategies.
Improving the Sales Foundation
- Work within the commercial leadership team to define and refine the sales strategy, positioning, and messaging tailored for the utility sector.
- Contribute to building playbooks, sales training programs, and best practices that will guide future hires as the team scales.
Sales Performance and Reporting
- Meet or exceed sales targets, managing your quota-driven results effectively.
- Use CRM systems to track sales activity, maintain pipeline integrity, and provide regular reports to leadership.
Qualifications:
Experience
- 6+ years of enterprise sales experience, with a focus on net-new business development in SaaS or enterprise technology.
- Proven track record of consistently meeting or exceeding revenue targets with ACVs ranging from $1M to $10M+.
- Demonstrated success in developing and executing sales strategies from the ground up in early-stage sales environments.
- Experience selling to regulated industries, such as utilities, energy, telecommunications, or government is preferred.
Skills
- Exceptional prospecting and pipeline-building skills, with the ability to identify and engage key decision-makers.
- Strong consultative selling skills, with expertise in articulating complex value propositions and delivering ROI-driven business cases to affect influence.
- Excellent negotiation and closing skills, with a history of navigating complex, multi-stakeholder deals.
Knowledge
- Interest in the challenges and trends in the utilities and energy sectors, including grid modernization, sustainability, and regulatory dynamics.
- Strong understanding of enterprise SaaS, cloud-based platforms, and subscription business models.
Attributes
- Self-starter with a proactive, results-oriented mindset and a passion for growth.
- Exceptional communication and interpersonal skills, with the ability to build rapport and trust quickly.
- Comfortable with ambiguity and excited by the opportunity to help define and shape the future of the sales organization.
- Keenness to travel for client meetings and industry events - heavily in-person (relationship/trust-centric) industry
Compensation Package:
Whatever’s required for the best in market - this is one of our highest leverage roles - we are seeking the best and have the ability to pay for it. Rough expectations:
- Compensation structure to be 50/50 base/OTE commission
- Uncapped, accelerating commission
- Option to trade some commission for ESOP available
And all the table stakes stuff like PTO, health care, $2.5k wellness stipend and parental leave.
What We Offer:
- Work with the most impressive humans you’ve ever had the pleasure of working with
- Make a lot of money
- Literally change the world
Originally posted on Himalayas
Strategic Account Executive - Enterprise
Military, Veterans and Diverse Job Seekers
What You'll Do
The core functions of this role include:
- Formulating and executing a new business and expansion sales strategy within your assigned territory
- Identifying, qualifying, and managing sales opportunities within complex enterprises
- Building strong, multi-threaded account relationships with CXO, VP level contacts resulting in new business acquisition and expansion growth
- Working closely with our partner and channel teams to generate opportunities and maximize deal sizes
- Managing the entire sales cycle while collaborating internally with cross functional teams which include Sales Development Representatives, Solutions Architects, Customer Success, Partner/Channel, Legal, and Finance
What You'll Bring to Lakeside
The key requirements for this include:
- 5+ years of field sales experience preferably in the SaaS space
- A track record of success selling into net new Fortune 500 accounts
- Demonstrated success in overachieving quota ($1M+ ARR)
- Ability to understand complex enterprise technologies and articulate business value to a wide variety of personas
- Possess a strong desire to succeed
- Experience using the Salesforce.com CRM
- Experience using Command of the Message and qualifying through MEDDIC is preferred
- Experience with VMware, Microsoft and/or Citrix or other work in the IT industry is preferred but not required
Originally posted on Himalayas