Confidential

Presented by Fortra
Workiva SVP Sales, North America
SVP of Sales, North America
Location: Remote

Workiva is on a mission to power transparent reporting for a better world. We believe that consumers, employees, shareholders, and other stakeholders today expect more from business – more action, transparency, and disclosure of financial and non-financial information. We build solutions to meet that demand, streamline processes, connect data and teams, and ensure consistency – all within a controlled, secure, audit-ready cloud platform.

Workiva delivers the world’s leading cloud platform for regulatory, financial and environmental, social and governance (“ESG”) reporting. Workiva provides more than 4,400 organizations with software-as-a-service solutions to help solve some of the most complex reporting and disclosure challenges. People all over the world use our connected, cloud platform to seamlessly enable collaboration and deep integration into existing work streams to simplify their most complex reporting challenges.

While our customers use our platform for more than 100 different use cases, we organize our sales and marketing resources into four solution groups focusing primarily on the office of the Chief Financial Officer: regulatory reporting, non-regulatory reporting, financial services, and integrated risk. Our platform empowers our customers by connecting and transforming data from enterprise resource planning (“ERP”), governance risk and compliance, human capital management, and customer relationship management systems, as well as other third-party cloud and on-premise applications. Customers use our platform to create, review and publish data-linked documents and reports with greater control, consistency, accuracy, and productivity. Our platform is flexible and scalable, so customers can easily adapt it to define, automate and change their business processes in real-time. 

We are focusing investment on five major growth opportunities: ESG, European Single Electronic Format (“ESEF”), capital markets, our partner ecosystem, and global expansion. We believe growth outside of North America presents an attractive opportunity because the factors that drive demand for our solutions in North America are similar to those in other developed countries, including the need to manage complex datasets, reduce errors and risk, improve efficiency and respond to regulatory requirements.

In 2021, we generated approximately 10% of our consolidated revenue from Europe, the Middle East and Africa (“EMEA”), and Asia-Pacific (“APAC”), and we expect these global markets to contribute an increasing percentage of total revenue. 

BY THE NUMBERS

  • Founded: 2008
  • IPO: 2014 (NYSE: WK)
  • 2021 Revenue: $443M (26% increase over 2020)
  • Number of Employees Worldwide: 2,375 across 13 countries  
  • Customers: 4,400 worldwide
  • TAM: $25 billion with the entry into new markets and geographies and with an expanded solution portfolio

IN THE NEWS

STRATEGIC ADVANTAGE

The Workiva platform is a single instance, multi-tenant software deployed in the cloud. Our platform, built on Amazon Web Services and Google Cloud Platform, comprises proprietary and open-source technologies. Customers can access Workiva solutions with any standard web browser. We believe the following characteristics highlight our platform’s key competitive advantages:

Features and Functionality. Our platform allows customers to connect data from ERP, GRC, HCM, and CRM systems, as well as other third-party cloud and on-premise applications, with complete control, context, and clarity. Workiva’s drag-and-drop data transformation and preparation capabilities deliver previews and provide insights on the fly. Once the data is connected in the Workiva platform, users can automate data and workflow updates, track every change and seamlessly collaborate with colleagues to create trusted reports and regulatory filings.

Easy to Deploy and Configure. The Workiva platform can be deployed within days or weeks for new customers and can be easily configured by the customer for individual employees or entire teams. Because our solutions are browser-based, customers avoid costly, time-intensive deployments typically associated with on-premise enterprise software.

High Performance. The architecture, design, deployment and management of our solutions provide enterprise-grade scalability, availability and security. The performance of the Workiva platform has been tested and proven by some of the largest, most demanding enterprises in the world.

Continuous Improvement. Frequent collaboration with customers and development iteration allow us to make continuous improvements by releasing a new version of our platform several times each week.

Scales Rapidly. The Workiva platform is designed to support millions of end users as a result of its scalability and our relationship with Amazon Web Services and Google Cloud Platform. A number of our customers have reported millions of links to single sources of data, among multiple documents, spreadsheets and presentations, without any discernible negative effects on performance.

Secure. Many of the largest enterprises in the world trust us with their most sensitive data. We employ stringent data security, reliability, integrity and privacy practices. In addition to our regular customer security assessments, we engage in continuous and ongoing penetration and vulnerability testing (manual and automatic, internal and third-party) and adhere to standards established by third parties such as FedRAMP and ISO 27001. We also engage third-party auditors to evaluate our controls against the service organization controls (“SOC”) compliance frameworks.

Marketplace. The Workiva Marketplace enables organizations to streamline existing processes and solve new business problems by activating more than 140 ready-made templates, 70+ no-code data connectors, and services from industry experts and trusted partners — all within the Workiva platform’s connected and secure ecosystem.

 

 

 

Something To Boast About

Workiva delivers a pure cloud platform with highly differentiated fit for purpose solutions to a large and loyal client base

  • 75% of the FORTUNE 500 are Workiva customers
  • 97.7% customer retention rate
  • #20 on the 100 Best Companies to Work For by Great Place to Work and Fortune magazine. Also listed as a best workplace in Technology and best workplace for Millennials and Parents.
  • 250 Partner Entities, including strategic alliances with 3 of the Big 4 global accounting firms

OUR GREAT SELLING TEAM

We organize our sales and marketing resources into four fit-for-purpose solution/product groups: Regulatory Reporting, Non-Regulatory Reporting, Integrated Risk and Financial Services.

Our sales organization, led by EVP of Sales Mike Hawkins, employs a combination of field sales, inside sales and partnership channels. Our sales organization comprises sales development representatives, pre-sales engineers and account managers. Our sales development representatives qualify sales-accepted opportunities for our account managers. Our pre-sales engineers focus on solutions and custom product demonstrations and consultative sales. Our account managers work to attract new customers as well as expand our platform into new use cases and departments across our current customers’ organizations.

Our customer success and professional services teams also help our account managers build our existing customer relationships by providing advice and best practices that enable users to harness the full power of our platform. We plan to continue strengthening our sales coverage in our current markets, as well as expand our sales footprint in locations where we see a demand for our solutions. 

WHY JOIN WORKIVA?

Workiva is the world’s leading cloud platform for regulatory, financial, and ESG reporting. We deliver a pure cloud platform with highly differentiated fit-for-purpose solutions to a large and loyal client base. We entered 2022 with great momentum and are strategically investing to accelerate global growth, advance our product roadmap, and increase our sales pipeline. We have over a decade of experience and have invested over $600 million to deliver a cloud platform that supports board ready, investor-grade reporting for the world’s largest organizations. We have great traction on our corporate strategy that is poised for continued acceleration.

Ideal
Candidate

Senior Vice President of Sales – N. America

The Senior Vice President of Sales – North America is responsible for developing strategic sales plans based on company goals that will promote sales growth, develop and lead a high-performing sales team that achieves team goals and targets, and customer satisfaction for the organization. Responsible for leading a high-performing sales team in North America to achieve team goals and targets. 

Responsibilities

  • Ideate, plan and execute sales plans for North America; develop and execute the company’s sales strategy to build revenues and contribute to the company’s rapid growth objectives
  • Identifies and works with Executive Management to recognize internal and external opportunities and solutions
  • Defines and executes strategies to support the vision and leadership of Workiva
  • Ensures communications are coordinated, supports sales plan objectives, and meets organizational expenditure requirements in conjunction with the SVP of Marketing
  • Builds, develop and manages a sales team capable of carrying out needed sales and service initiatives
  • Recruit, build and scale a high-performing sales team that can meet revenue goals
  • Prioritizes and drives sales strategies across multiple teams and phases to ensure that customer solutions are aligned with business objectives
  • Oversees the strategic direction of the team through staff development, planning and forecasting, and budgetary obligations
  • Implements and manages multiple channel selling strategies and recommends improvements based on market research and competitor analysis
  • Hands-on management of the end-to-end sales cycle, including lead generation, managing live accounts, and working closely with leadership teams to close deals
  • Develop sales strategies using local market expertise to maximize go-to-market resources and execute against relevant opportunities

What You’ll Need

Education

  • Undergraduate Degree or equivalent combination of education and experience in a related field.
  • Graduate Degree preferred.

Experience

  • 20+ years of experience in Sales in successive and progressive roles
  • Prior experience leveraging a high-performing partner ecosystem to drive large enterprise complex deals 
  • Sales leader who has grown and scaled a company through extensive growth
  • Prior experience in SaaS/technology industry required

Skills

  • Demonstrated sales leadership experience scaling a business and managing a sales team to deliver results
  • Highly collaborative and hands-on, excellent relationship-building skills, with an ability to prioritize, negotiate and work with a variety of stakeholders–both here in the US and internationally.
  • A proven ability to build and execute on the sales pipeline.
  • Excellent listening, written, and verbal communication skills
  • Excellent judgment and creative problem-solving skills
  • Negotiation, influencing, and conflict resolution skills
  • Self-reliant and results-oriented

Travel Requirement

  • This position requires up to 50% travel and is primarily outside of the local area and overnight

Working Conditions & Physical Requirements

  • Depending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform the responsibilities of this position
  • Reliable internet access for any period of time working remotely, not in a Workiva office.

 

Executive Team

Marty Vanderploeg – CEO

Julie Iskow – COO & EVP

Michael Hawkins – EVP, Sales

Jill Klindt – SVP & CFO

Erik Saito – SVP & General Manager, EMEA & APAC

Jeff Trom – CTO & Managing Director

Brandon Ziegler – EVP, Chief Legal Officer & Chief Administrative Officer

 

 

 

 

 

 

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