• Deliver sales targets and meet KPI's through the management of a mixed portfolio of new business and existing clients. • Proactively drive revenue from previously unknown or under leveraged sources. • Actively source opportunities through multiple avenues including research and networking. • Implement strategic account management and key account planning programs. • Prepare a wide range of written proposals including full costing quotations. • Offer insightful and strategic solutions to business objectives. • Support the implementation of marketing programs, new product rollouts and other initiatives. • Develop knowledge of client sectors, business, industry issues and products and solutions.

• Own the full new business sales lifecycle — from prospecting and qualification through negotiation and contract execution — focused exclusively on net-new ERP opportunities. • Build and advance a healthy pipeline through outbound activity, industry presence, referrals, executive networking, and disciplined territory planning. • Lead structured discovery conversations across finance and operational stakeholders, translating workflow complexity into compelling value narratives and business cases. • Navigate multi-functional buying committees and close six- and seven-figure SaaS agreements using a formal sales methodology (e.g., MEDDICC, Challenger, or similar). • Maintain accurate forecasting and pipeline hygiene in Salesforce while partnering cross-functionally with Solutions Consulting, Professional Services, and leadership to drive successful deal outcomes.

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and execute a sales strategy with purposeful action to secure the sale • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset • Share knowledge, successes, lessons learned and best practices with peers across teams

• Responsible for driving new business development and expanding the organization’s footprint within assigned regional territories. • Focuses on generating new opportunities, promoting roadside assistance technology and call center solutions, and managing the early-to-mid stages of the sales cycle. • Serves as the frontline ambassador for the organization, directly engaging with prospective clients in the field to understand their operational needs, present value-driven solutions, and contribute to the overall revenue growth of the sales team. • Execute proactive business development campaigns and territory plans to identify, qualify, and engage prospective B2B clients in the field. • Conduct regular site visits, face-to-face meetings, and virtual presentations to demonstrate the value of the organization’s technological solutions and call center services. • Manage the end-to-end sales pipeline for assigned regional accounts, from initial outreach and discovery to proposal delivery and contract execution. • Maintain meticulous records of all field activities, pipeline progression, and customer interactions within the organization's CRM system. • Collaborate closely with the Sales Manager and internal support teams (Marketing, Operations) to align field messaging with broader corporate strategies and product capabilities. • Gather and relay market feedback, competitor activities, and emerging customer needs to internal stakeholders to aid in continuous product and service improvement. • Prepare and present tailored commercial proposals, utilizing standard pricing models and financial frameworks to ensure mutually beneficial client agreements.