Account Executive – Insurance
| Company | Workiva |
|---|---|
| Location | Austin, TX, USA, Los Angeles, CA, USA |
| Salary | $86000 – $138000 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Mid Level, Senior |
Requirements
- 4+ years sales experience in a related role selling to Executive-level buyers – enterprise technology, Software as a Service (SaaS) or similar complex solution sales
- Undergraduate Degree or equivalent combination of knowledge and related career experience
Responsibilities
- Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline
- Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform
- Skillfully address customer objections – removing obstacles – and finding solutions to various client challenges
- Lead the sales process naturally – guiding it to a close 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 execute a sales strategy with purposeful action to secure the sale
- 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
Preferred Qualifications
- Understanding of the Software as a Service (SaaS) business model
- Experience selling to customers in the Insurance vertical and familiarity with NAIC, insurance statutory reporting, etc.
- Experience selling to the office of the CFO
- Ability to demonstrate complex software applications
- Strong business acumen and ability to understand complex business challenges
- 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