Senior Sales Director - ESG & Sustainability

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

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

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 [email protected].
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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