Vice President of Sales - Public Sector

The Vice President of Sales, Public Sector, is responsible for leading Workiva's Public Sector sales efforts. This role is responsible for developing and executing a sales strategy that drives revenue growth, builds high-performing sales teams, and establishes strategic partnerships.

What You’ll Do

People Management: Builds a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals

• Provides employees with coaching, feedback, and developmental opportunities to enhance their skills, motivation, and performance

• Maintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and customer needs to fulfill the company vision

• Matches staff skills and talent to tasks to ensure optimal engagement and performance

• Rewards superior team and individual performance in ways that enhance employee engagement, commitment, and satisfaction

• Establishes and maintain relationships and effectively communicate with customers, business unit leaders and senior management to raise visibility and ensure collaboration with appropriate key stakeholders

• Manages operations staffing, including recruitment, supervision, scheduling, development, evaluation, and disciplinary actions

Sales Strategy, Vision, and Leadership: Develops and Directs implementation and execution of sales policies and practices

• Develops annual sales plan in support of Workiva strategy and objectives

• Identifies and works with Executive Leadership 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 VP of Marketing and the VP of Public Sector Solutions

Sales Management and Operations: Builds, develops and manages sales team capable of carrying out needed sales and service initiatives

• Prioritizes and drives sales strategies across multiple teams and phases to ensure that customer solutions are aligned with business objectives

• Oversees the day-to-day activities 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 analyses

What You'll Need

Minimum Qualifications

• 15+ years of related experience in Software and/or SaaS Public Sector Sales (Federal and SLED)

• Public Sector sales leadership experience with medium to large sized teams

• Undergraduate degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• 10 years of sales management experience including second line management

• Successful track record of managing and coaching high performing sales professionals

• Successful track record of working with implementation partners 

• Experience selling to the office of the CFO

• MBA or Master’s degree preferred

• Proven sales track record, as an individual contributor, in the field selling complex technology or software solutions

• Executive presence with the ability to communicate at the most senior level (e.g. Chief Information Officers, Chief Financial Officers, etc.)

• 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

• Capability for achieving (and exceeding) sales quota targets

• Ability to work as part a cross-functional team 

Travel Requirements and Working Conditions 

• Up to 50% travel primarily across North America

• Reliable internet access for any period of time working remotely and not in a Workiva office

How You’ll Be Rewarded

✅ Salary range in the US: $219,000.00 - $285,000.00

✅ Eligible for commission based on sales performance

✅ Restricted Stock Units granted at time of hire

✅ 401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Workiva is an Equal Employment Opportunity and Affirmative Action 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, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.  We strongly encourage and welcome people from historically marginalized groups to apply.

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.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

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