Sales Director - Major Accounts - East Region

The Sales Director - Major Accounts - East Region delivers sales results on predetermined growth revenue targets through leadership and managing a team of individual contributors known as Enterprise Client Directors. Utilizing their influence, the Sales Director performs a strategic leadership role by directing Enterprise Client Directors to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers. As the forefront leader who interacts with customers, the Sales Director is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.What You'll DoDevelop personalized coaching plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvementMentor and encourage a growth mindset amongst the teamIdentify and recruit top-performing sales talent and manage performance and disciplinary challengesAssess and set account territory priorities for the teamDevelop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecastsUse data to monitor performance and identify trends or areas for improvementDevelop sales plans, strategies, and tactics that align with company goals and customer needsObserve, assess and monitor seller outreach, deal pipeline and deal qualityBuild strong relationships with internal peer teams and leadership to drive strong cross-organization successBuild relationships with external customers, prospects and partners, to support the go-to-market strategyEncourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeedFoster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practicesEncourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concernsWhat You'll NeedMinimum Qualifications 10+ years experience in sales, business administration, or related fieldUndergraduate degree or equivalent combination of education and experience in a related fieldPreferred Qualifications 5+ years of progressive sales management experience, preferably in the software or technology areasProven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutionsAbility to provide deal support and guidance to sellers on enterprise accounts selling into business lines as well as technical leadership (CIO/CTO)Ability to manage and coach a diverse team of sales professionalsExceptional communication skills and business acumenExecutive presence with the ability to communicate at the most senior levelAbility to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycleAbility to lead your team to manage multiple complex sales cycles simultaneouslyAbility to negotiate pricing with a focus on retaining valueTravel Requirements and Working ConditionsUp to 50% travel in the field with Enterprise Client Directors for customer meetings and company eventsReliable internet access for any period of time working remotely, as we embrace flexible work arrangementsHow You'll Be RewardedOn Target Earnings (OTE) range in the US: 308,000.00 - 500,000.00 USD AnnualEligible for commission based on sales performance Restricted Stock Units granted at time of hire 401(k) match and comprehensive employee benefits packageThe 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.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 emailtalentacquisition@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. #LI-EK1