Senior Sales Director - ESG & Sustainability

As a Senior Sales Director, you’ll lead Workiva’s Solution Sales organization for our ESG & Sustainability solutions in EMEA - accountable for its sales strategy, execution and leadership. This role reports to our VP of Sales for EMEA and will cross-collaborate with peer leaders across the commercial organization to ensure Workiva’s overall growth and success in EMEA.

What You'll Do

People Management

• Lead, mentor, and develop a team of sales managers and their respective regional sales teams

• Foster a high-performance culture by setting clear expectations, providing regular feedback, and recognizing achievements

• Implement effective talent management strategies to attract, retain, and develop top sales talent

• Promote a collaborative and inclusive work environment that encourages innovation and teamwork

Sales Strategy

• Develop and execute a comprehensive sales strategy for the ESG product portfolio in EMEA 

• Identify market opportunities, customer needs, and competitive landscape to drive growth and market share

• Collaborate with cross-functional teams, including marketing, product development, and customer success, to align sales strategies with overall business objectives

• Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions

Vision and Leadership

• Articulate a clear and compelling vision for the ESG EMEA sales team, aligning with the company's mission and values

• Inspire and motivate the team to achieve ambitious sales targets and deliver exceptional customer experiences

• Serve as a thought leader and advocate for ESG solutions, representing the company at industry events, conferences, and customer meetings

• Drive a culture of continuous improvement, innovation, and excellence within the sales organization

Sales Management

• Oversee the end-to-end sales process, from lead generation to deal closure, ensuring a customer-centric approach

• Establish and maintain strong relationships with key customers, partners, and stakeholders.

• Develop and manage sales forecasts, budgets, and resource allocation

• Ensure a high standard of integrity and alignment with Workiva company values

What You'll Need

Minimum Qualifications

• 12+ years experience in complex technology solution sales

• 8+ years of progressive sales team management experience

• Experience as a second-line leader managing other people managers

• Undergraduate Degree or equivalent combination of knowledge and related career experience 

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model

• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions

• Knowledge of sustainability, regulatory or financial reporting highly valuable

• Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts

• Ability to manage and coach a diverse team of sales professionals

• Exceptional communication skills and business acumen

• Executive presence with the ability to communicate at the most senior level internally as well as with partners and customers

• 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

• Excellent judgment and creative problem solving skills

Travel Requirements and Working Conditions

• Up to 50% travel for regular customer meetings and events

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