Account Development Representative

Summary

The Account Development Representative is a strategically minded salesperson who possesses the ability to navigate and network in Fortune 1000 accounts that result in Qualified Pipeline and Bookings. This individual consistently utilizes their ability to engage, listen, challenge, and ask the right questions in a manner that creates a superior prospect/customer experience and sets the stage for future Workiva product sales. This role partners closely with a team of Account Executives to drive pipeline for existing customers and net new logos.

Account Development Representatives accomplish this objective through a variety of strategies such as social selling tactics, referral mining, people mapping, building and utilizing value pyramids, while constantly collaborating with Account Executives, Solution Executives, Marketing, and Demand Generation teams. The Account Development Representative is creative and innovative with messaging and Go-To-Market (GTM) strategy in global accounts.

What You’ll Do

• Provide extensive research and intelligence within target accounts to identify key contacts and critical account information through people mapping exercises and developing value pyramids

• Prospect into target Fortune 1000 accounts via strategic networking, email, e-marketing, campaigns, and social outreach

• Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts

• Learn and demonstrate a fundamental understanding of the Workiva platform, and clearly articulate its capabilities and advantages to decision makers and influencers across multiple business disciplines, understanding negative consequences and positive business outcomes of strategic accounts.

• Understand global personas in the offices of: Financial Transformation, Accounting, Finance, IT, and Sustainability Reporting

• Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow-up, as well as creating unique events in territory that result in Qualified Pipeline

• Develop and maintains a current understanding of Workiva’s latest product offerings and competitive product/ market knowledge

• Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals

• Meet or exceed quarterly goal for number of opportunity targets, revenue, and weekly/monthly performance activity indicators

• Maintain active engagement with existing customers & non-customers to increase interest in additional uses for the Workiva platform by understanding their key initiatives and pain points

• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

What You’ll Need
Minimum Qualifications

• Requires an Associate’s degree

• Minimum of 5 years of related experience in Sales Development

Preferred Qualifications

• Experience in a SaaS Sales environment

• Salesforce CRM, Salesloft, ZoomInfo, and LinkedIn Sales Navigator experience are strongly preferred

• Excellent verbal, written, and interpersonal communication skills with a professional demeanor

• Self-motivated with strong propensity for action, results, and continuous improvement

• The ability to work successfully in a high-energy, fast-paced, rapidly changing environment is necessary

• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines

• Ability to maintain a high level of activity and effectively manage competing priorities

• Proven track record of creating revenue-generating opportunities and quota attainment

• Proven ability to understand and successfully promote technical offerings and solution sets

• Capable of learning, developing, and integrating skills in an online training environment

Travel Requirements & Working Conditions

• Up to 10% travel

• Reliable internet access for any period of time, working remotely, not in a Workiva office