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Regional Sales Director

Workiva Inc. - Australia,

Any Industry
Source: uWorkin


The Regional Sales Director (RSD) role is an individual-contributor role as an enterprise software seller, heavily focused on new business selling. Ideal candidates will be well-versed in communication complex value propositions to commercial accounts in Australia. Preferably, candidates will have sold SaaS solutions to Accounting and Finance buyer groups

The Regional Sales Director is responsible for obtaining new business from Executive level buyers and influencers in either private or publicly traded companies. Successful candidates will build relationships and identify Workiva products and services that meet customer needs to drive customer acquisition within a specific geography or industry. Sales growth is attained through new customer subscriptions, professional services, and set up and training.

What You’ll Do

Prospects new business by conducting research to identify key decision makers and influencers within target accounts

Works with Sales Development Representatives to generate initial customer interest to secure an introductory meeting

Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and create a customer belief that they must have Workiva products

Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection

Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva superior value proposition

Negotiates the Sale: Facilitates successful outcomes to optimize profits

Reports Customer Contacts: Updates customer relationship management tools regularly and timely

Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis

Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale

Optimizes Internal Resources: Gathers internal support to pursue an account

Prioritizes selling activities and follows through in a timely fashion

Maintains a strong knowledge of Workiva products through a commitment to ongoing training

What You'll Need

Understanding of the Software as a Service business model

Ability to demonstrate various software applications

Executive presence; ability to communicate at the most senior level

Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during sales cycle.

Ability to manage multiple transactions at one time

Ability to manage multiple complex sales cycles simultaneously

Ability to negotiate pricing with a focus on retaining value

8+ years of solution selling to Executives - Software as a Service model preferred

Depending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this position

Works virtually, residing in the territory

30% travel for regular customer meetings and sales calls

Ideal candidates will be based near Melbourne

Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

  • Trust: Rely on each other.
  • Integrity: Do the right thing, every time.
  • Collaboration: Share resources and work together.
  • Innovation: Keep creating solutions and finding better ways.
  • Inclusion: Support a diverse community where we all belong.
  • Accountability: Be responsible for your success and failure.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

  • Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
  • Involvement: Ability to participate in Employee Resource Groups, (Women in Tech, Women in Sales, Ethnic Diversity, Veterans, Rainbow (LGBTQ), Remote Employees, Caregiving) Volunteering, Company wide celebrations, and more
  • Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.

Workiva is an Equal Employment 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, 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.

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 .

CURRENT EMPLOYEES: Internal applicants will need to apply for open positions through their Workday account. Click on the "Careers" worklet and complete the internal application. For questions, please contact the recruiter listed on the open position.

We founded Workiva to transform the way people manage and report business data with various collaborators, data sources, documents, and spreadsheets. Today, people all over the world use our platform to seamlessly orchestrate data among their systems and applications for transparent and trusted connected reporting and compliance.