As a Senior Sales Director, you’ll lead Workiva’s Solution Sales organization for our ESG & Sustainability solutions in EMEA - accountable for its sales strategy, execution and leadership. This role reports to our VP of Sales for EMEA and will cross-collaborate with peer leaders across the commercial organization to ensure Workiva’s overall growth and success in EMEA.
What You'll Do
People Management
Lead, mentor, and develop a team of sales managers and their respective regional sales teams
Foster a high-performance culture by setting clear expectations, providing regular feedback, and recognizing achievements
Implement effective talent management strategies to attract, retain, and develop top sales talent
Promote a collaborative and inclusive work environment that encourages innovation and teamwork
Sales Strategy
Develop and execute a comprehensive sales strategy for the ESG product portfolio in EMEA
Identify market opportunities, customer needs, and competitive landscape to drive growth and market share
Collaborate with cross-functional teams, including marketing, product development, and customer success, to align sales strategies with overall business objectives
Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions
Vision and Leadership
Articulate a clear and compelling vision for the ESG EMEA sales team, aligning with the company's mission and values
Inspire and motivate the team to achieve ambitious sales targets and deliver exceptional customer experiences
Serve as a thought leader and advocate for ESG solutions, representing the company at industry events, conferences, and customer meetings
Drive a culture of continuous improvement, innovation, and excellence within the sales organization
Sales Management
Oversee the end-to-end sales process, from lead generation to deal closure, ensuring a customer-centric approach
Establish and maintain strong relationships with key customers, partners, and stakeholders.
Develop and manage sales forecasts, budgets, and resource allocation
Ensure a high standard of integrity and alignment with Workiva company values
What You'll Need
Minimum Qualifications
12+ years experience in complex technology solution sales
8+ years of progressive sales team management experience
Experience as a second-line leader managing other people managers
Record of achieving (and exceeding) sales quota targets in the field selling highly complex technology or software solutions
Understanding of the Software as a Service (SaaS) business model
Undergraduate Degree or equivalent combination of knowledge and related career experience
Preferred Qualifications
Knowledge of sustainability, regulatory or financial reporting highly valuable
Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts
Ability to manage and coach a diverse team of sales professionals
Exceptional communication skills and business acumen
Executive presence with the ability to communicate at the most senior level internally as well as with partners and customers
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
Excellent judgment and creative problem solving skills
Travel Requirements and Working Conditions
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.
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
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