Confidential

Presented by Fortra

VP Enablement

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, 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 worldwide 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, customer relationship management systems, and 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 driving demand for our solutions in North America are similar to those in other developed countries, including managing complex datasets, reducing errors and risk, improving efficiency, and responding 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)
Total revenue: for ‘22 reached $537.9 million, an increase of 21.3% from $443.3 million in ‘21
TAM: $25 billion with the entry into new markets and geographies and with an expanded solution portfolio
Employees: 2,400+
Global offices: North America, Europe, and Asia, 18
Customers: 5,800+
Advisory and technology partners: 200+
FORTUNE® 500 customers: 85%
Countries where Workiva is used: 170+
Customer retention rate: (*Q2 2023) 98%*
FORTUNE 100 Best Places to Work For® five years in a row.

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 to 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 world’s largest, most demanding enterprises.

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 weekly.

Scales Rapidly. The Workiva platform is designed to support millions of end users due to its scalability and our relationship with Amazon Web Services and Google Cloud Platform. Many of our customers have reported millions of links to single data sources, 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 for sales-accepted opportunities for our account managers. Our pre-sales engineers focus on solutions, custom product demonstrations, and consultative sales. Our account managers work to attract new customers and 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 and 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, 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, poised for continued acceleration.

Ideal
Candidate

Vice President of Enablement

The Vice President of Enablement will manage, align, and unify the enablement strategy of the direct sales channel, partner sales channel, and other sales supporting functions such as solutions engineers and business development. They will take the Workiva Go-to-Market and Solution strategies and lead the development of the Enablement Strategy that will achieve our Corporate objectives. Executing this strategy will include developing learning materials, content, training, tools, and resources to drive growth and sales excellence. Bringing new solutions to market and reducing time to market are core tenets of these strategies. The Vice President of Enablement will develop and execute impactful, data-driven programs for transforming sales through partnering with Senior Executives, Senior Sales Leaders, Workiva Partners, solution management, marketing, business development, and other key stakeholders. Taking a leader-first approach, the Vice President of Enablement will understand the needs of the field by engaging closely with sales leadership and will provide tools and resources to help sales leadership coach their teams to maximize performance.

About the Role

Collaborate with Senior Executives, Senior Sales Leaders, Workiva Partners, solution leaders, product marketing, sales, business development, and other stakeholders to establish the Sales Enablement priorities and roadmap that enable our sellers to execute our GTM strategy.
Build, lead, mentor, and inspire a high-functioning team of sales professionals, fostering a culture of collaboration, innovation, and continuous improvement.
Manage, align, and unify the enablement of the direct sales channel, partner sales channel, solutions engineers, business development, and other sales support functions.
Engage with global leaders to tailor the strategy and approach to meet the needs of a global organization.
Take a competency-based approach to identifying training and development needs.
Train and reinforce our value-based sales methodology
Oversee the development of effective training materials that will meet goals and objectives
Lead the planning and execution of sales training events, including commercial kickoff
Assess content understanding and retention through post-delivery exams
Review and analyze course evaluations to determine the effectiveness of training sessions
Partner with Talent Acquisition and Learning & Development to improve the sales talent onboarding experience talent pipeline and develop sales talent
Influence the selection and optimization of sales technology (e.g., Salesforce, SalesLoft, LinkedIn Sales Navigator, Ignite, Highspot, QuickSight)

About You

15+ years’ experience in global sales enablement, with a minimum of 7 years leading a sales team(s)
Experience at a top-tier B2B SaaS company of $500M – $1B+ ARR that has experienced fast-paced growth across global markets.
Experience enabling customer-facing individuals across multiple channels (Direct Sales, Partner Channel, Solution Engineers, etc.)
Experience building strong relationships with sales leaders and individual sellers
Proven success using metrics for evaluating sales team performance and identifying development needs
Highly comfortable in a global complex matrixed company environment; able to both strategically lead teams as well as roll up the sleeves to get the job done
Intellectually curious with a thirst for learning both the business and people
Proven self-starter with a low ego, high humility, high EQ, and a demonstrated ability to collaborate at all levels of the organization.
Believes in diversity of people and diversity of ideas.
Passionate about new technology and genuinely interested in understanding how new technology works, the value it brings, and how to articulate that value to clients
Excellent active listening skills with the ability to understand what is being asked and offer responses with appropriate answers
Strong presentation skills, with the ability to present topics clearly and succinctly
Adaptable with the ability to react quickly to changing direction without sacrificing quality
Ability to work successfully in a high-energy, fast-paced, rapidly changing
Education: Undergraduate Degree or equivalent combination of education and experience in a related field.