Workiva

• Lead the long-term evolution, governance, and operations of Workiva’s multi-tenant data platform sub-function • Develop and execute the long-term strategic objectives for the platform • Manage a distributed engineering organization across Europe and the US • Own the architectural direction and continuous improvement of the platform • Directly manage high-performing engineering squads and talent development

• Design competitive incentive compensation plans for all sales roles globally partnering with VP of Global Sales Compensation and Sales Planning • Serve as a trusted advisor to global sales leadership, translating complex business objectives into scalable and best-in-class incentive compensation structures • Partner and support our plan administration team on the monthly commissions process to ensure accurate crediting logic, transaction attribution, and policy compliance • Assemble executive level materials and strategic business cases for decision making by sales compensation steering committee • Monitor and evaluate the ongoing effectiveness of the sales compensation program and special incentives, providing data-driven recommendations for plan optimization • Own the sales compensation cost model and conduct advanced financial analysis, scenario planning, and quota attainment modeling to ensure program cost meets company objectives • Partner with our Finance and Accounting teams on compensation cost forecasting and accounting related questions • Assist on other adjacent areas including quota setting and sales capacity planning

• Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals • Provide baseline research and intelligence within target accounts to identify key contacts and critical account information • Prospect into target accounts via high-volume cold-calling (60-80 calls/day), outbound prospecting, networking, email, e-marketing, campaigns, and social outreach • Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline • Learn and demonstrate a fundamental understanding of Workiva’s Platform, and clearly articulate its capabilities and advantages to decision makers • Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications) • Drive attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow-up • Develop and maintain a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge

• Execute pre-sales framework to engage customers, prospects, and partners via virtual and onsite meetings, drive the discovery process, lead product demonstrations, and identify areas where Workiva solutions align to address customer/prospect needs. • Demonstrate expertise across all of Workiva’s domain areas - Financial Reporting, GRC, and Sustainability Reporting. • Assist sales in developing account plans in support of Workiva strategies and objectives. • Conduct process assessments with customers, build Proof of Concepts to validate requirements, build and present partner specific business cases. • Ensure customer success by collaborating with implementation partners and Workiva Client Services team. • Work with Sales, Product Marketing, Client Services, Scoping, and Customer Success to achieve team and company goals.

• Build strong relationships with key customer business and IT stakeholders to help guide us through their organization and introduce us to different teams • Generate leads (CSQL) for the Workiva sales team to pursue • Evaluate organizational inefficiencies to help customers define appropriate business outcomes • Identify opportunities for Workiva to consult with customers on setups • Develop relationships with the Workiva Account teams to ensure everyone is working towards the same goal and to decrease task overlap • Understand customer needs well enough to identify users that might not be seeing value in Workiva’s Platform and executing a plan to increase return on investment (ROI) • Facilitate training (by self service or virtual mods) for new teams as needed to ensure users are active in Workiva’s Platform • Conduct meetings to help customers understand the positive business outcomes they are achieving using Workiva’s Platform • Understand customer expectations and service agreement terms of each contracts and ensure the work is completed and delivered to the customer on or before the deadline • Learn the Workiva Platform and how it is used in each market where Workiva maintains a presence • Ensure any customer inquiries are answered promptly and help identify the best person at Workiva to get involved when necessary • Ensure customer awareness and issue resolution practices around ticket management when unable to resolve product issues in Workiva Platform • Engage with onboarding team, solution architects, and any other team providing service to the customer to ensure customers expectations are being met

• Lead qualitative user interviews, observational workflow walk-throughs, and technical discovery sessions to analyze how enterprise finance, compliance, and audit teams manage complex operational data. • Diagram enterprise dependency structures, human-to-system handoffs, multi-stakeholder approval gates, and historical operational failure points • Synthesize messy, fragmented user signals into structured, reusable problem definitions rather than one-off custom feature requests. • Translate field observations into precise product-market hypotheses, defining the explicit customer value, repeatability, and expected business impact of your proposed AI workflow interventions • Collaborate closely with design and engineering partners to develop, script, and launch low- and high-fidelity validation concepts (utilizing tools like SQL, Python, Retool, or Streamlit).

• Define and Own the Data Product Roadmap • Partner with Finance and P&C leaders to identify data gaps, prioritize opportunities, and build a roadmap that delivers measurable value • Design data products that support multiple consumption patterns, including BI tools, AI-enabled experiences, and business applications • Use data usage patterns — dashboard activity, query volume, and recurring reporting requests — to proactively identify unmet needs • Translate business objectives into clear requirements, challenging assumptions early to ensure teams are solving the right problems • Serve as a strategic data partner across business stakeholders, Analytics, and Data Engineering teams • Facilitate collaboration across functions while identifying shared data needs and reducing siloed solutions • Build prioritization frameworks that balance competing needs and provide transparency around trade-offs • Communicate effectively with technical teams, business leaders, and executives • Own the full product lifecycle across multiple Finance and P&C initiatives, from discovery through Alpha, Beta, and GA releases • Design user-focused data experiences that balance technical requirements with stakeholder needs • Define and maintain semantic contracts, including field definitions, metric logic, and data grain specifications • Identify reusable data assets and scalable models that support multiple downstream use cases • Maintain a high bar for accuracy, freshness, and reliability while proactively resolving issues before they impact users or AI workflows • Use AI tooling to improve product workflows, including requirements synthesis, AI-assisted SQL validation, catalog generation, and data pattern analysis • Define success metrics for each data product and measure adoption and business impact over time • Develop a deep understanding of end-user workflows and leverage personas to create solutions that address real business needs • Gather stakeholder feedback after launch and continuously improve products based on usage and outcomes • Ensure data products are structured and documented to support trusted AI-enabled experiences • Serve as the product counterpart to Data and Analytics Engineering — owning the what and why while partnering on the how • Collaborate on semantic layer design and dbt transformations to create consistent metric definitions across BI tools, LLMs, reverse ETL pipelines, and applications • Identify opportunities to improve ingestion, transformation, and delivery processes while advocating for investments that increase reliability and scalability • Lead Agile delivery cycles by translating roadmap priorities into Initiatives and Epics with clear acceptance criteria • Lead data catalog efforts for your product area, including discoverability, lineage tracking, and documentation • Champion data quality frameworks and governance standards around access controls, retention, and responsible data usage • Partner across teams to solve systemic data challenges rather than shifting complexity downstream • Present compelling data stories that help technical and non-technical stakeholders make informed decisions • Develop enablement resources, including workshops, documentation, and training, to increase adoption of data products • Build AI literacy across stakeholder communities by helping teams understand how to effectively use AI tools grounded in trusted data • Contribute reusable components, patterns, and best practices that help the broader Data & Analytics organization accelerate delivery

• Own and implement the front-end architecture for AI-native product surfaces, including real-time streaming interfaces, agentic workflows, and model-assisted UIs • Apply scalable patterns for integrating LLM APIs, WebSockets, and Server-Sent Events (SSE) into high-performance production front-end systems • Contribute high-quality, production-ready code to complex feature blocks and help establish robust technical patterns for the immediate team • Balance client-side performance, application latency, and user experience considerations during feature design • Partner closely with Product, Design, and ML Platform teams to scope, design, and deliver advanced AI-driven user experiences • Collaborate with internal frontend engineering guilds to align with broader corporate engineering standards and share localized AI implementation strategies • Communicate technical trade-offs, scope constraints, and UI architecture choices clearly to both technical and non-technical stakeholders • Monitor and optimize system performance and user experience metrics across our front-end surface area • Troubleshoot, debug, and resolve complex client-side performance bottlenecks in our distributed frontend and service ecosystem

• Lead a team of expert Solution Consultants across the Strategic Commercial - Expansions Team • Develop and execute a strategic vision to align cross-functional teams and enable consulting teams to drive essential sales initiatives • Contribute to the development of strategies, tools, and metrics to drive overall organizational growth and lead strategic projects aligned with the organization's mission • Serve as a trusted advisor to leadership, providing insights on account planning and presales strategies • Foster technical thought leadership in areas like architecture, processes, and operationalization to encourage adoption by technical stakeholders during the sales process • Oversee the complete employee lifecycle, from recruitment to performance management • Maintain the Solution Consulting team's training and motivation to ensure goal attainment • Define opportunities for coaching and skill development for Solution Consulting team members • Establish best practices, offer guidance in technical expertise, customer understanding, and organizational goals • Create and optimize processes, metrics, and infrastructure to enhance team productivity and achieve team goals • Collaborate with product engineering and product marketing teams to develop and launch industry-specific and business solutions, offering technical guidance as required

• Provide extensive research and intelligence within target Federal agencies and sub-agencies to identify key decision-makers and critical program information through people mapping exercises. • Prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas. • Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts. • Learn and demonstrate a fundamental understanding of the Workiva platform and clearly articulate its capabilities, security postures ( FedRAMP ), and advantages to government decision-makers and influencers • Understand federal personas across multiple business disciplines, including the offices of: Financial Transformation, Chief Financial Officer (CFO), Chief Information Officer (CIO/IT), Sustainability/ESG Reporting, and Program Management • Drive attendance and attend various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and provide post-event follow-up • Develop and maintain a current understanding of Workiva’s latest product offerings, competitive market knowledge, and federal compliance standards • Meet or exceed quarterly goals for number of opportunity targets, revenue, and weekly/monthly performance activity indicators • Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)