The Area Sales Director (ASD) delivers sales results on revenue targets through leadership of a team of Regional Account Executives (RAEs). The ASD leads the RAEs to identify and close winning opportunities and deliver an excellent experience to the customer.

This role leads a team focused on selling Workiva’s ESG (Environmental, Social and Governance) & Sustainability solutions to Mid-Market customers in Europe as well as partnering with other Workiva sales teams for multi-solution wins.

What You’ll Do

Provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
Develop personalized coaching plans to address specific strengths and weaknesses of each seller
Mentor and encourage a growth mindset among the team
Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
Assess and set account territory priorities for the team across the region
Set clear and measurable goals for individual contributors
Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
Use data to monitor performance and identify trends or areas for improvement
Develop sales strategies and tactics that align with company goals and customer needs
Observes, assesses and monitors seller outreach, deal pipeline and deal quality
Ability to provide deal support and guidance to sellers
Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
Build relationships with external customers, prospects and partners, to support the go-to-market strategy
Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

What You’ll Need

Minimum Qualifications

5+ years of related career experience in a related technology sales - preferably in SaaS software or similar complex technology platforms
Undergraduate degree or equivalent combination of relevant career experience and expertise

Preferred Qualifications

2+ years of progressive sales management experience
Proven sales track record - as an individual contributor - in the field selling complex technology or software solutions
Ability to manage and coach a diverse team of sales professionals
Exceptional communication skills
Understanding of the Software as a Service (SaaS) business model
Executive presence with the 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 lead your team 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
An understanding or working knowledge of ESG & Sustainability initiatives

Working Conditions & Travel Requirements

Up to 50% travel for customer meetings and company events
Reliable internet access for any period of time working remotely, not in a Workiva office.

Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy:

Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.

Learn more about life at Workiva: https://www.linkedin.com/company/workiva/

Learn more about benefits: https://www.workiva.com/careers/benefits

Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, 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 talentacquisition@workiva.com.

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Area Sales Director - Mid Market ESG (Sustainability)