This specific Account Development Representative will be aligned to the LATAM region and will be primarily focused on the Spanish speaking markets. This is an amazing opportunity for someone to help our sales teams continue to grow our presence within LATAM!

Summary

The Account Development Representative is a hunter at heart, and often Workiva's first contact into a F1000 prospect organization. This person possess the ability to navigate and network in extremely large multi-national 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. As a rapidly growing SaaS company with high-performance teams and a collaborative culture where employee innovation and ideas are encouraged, this position is vital to Workiva's success. The Account Development Representative partners closely with a team of Regional Sales Directors 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 collaborating constantly with Account Owners, Solution Specialist, Marketing, and Demand Generation teams. The Account Development Representative is creative and innovative with messaging and 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 F1000 accounts via strategically 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 articulates 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

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 results in Qualified Pipeline

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

Partner closely with Regional Sales Directors 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 and a minimum of 3 years of related experience in sales developmen

Bilingual in Spanish and English

Preferred Qualifications

Previous experience prospecting into LATAM territories is 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 multi-task 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

Salesforce CRM experience strongly preferred

Physical requirements and Working conditions

Up to 15% travel

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

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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