The Strategic Account Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Strategic Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts. Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training. You will engage with both existing and new clients - leveraging Workiva’s platform to meet their complex business needs. The ideal candidate will have a proven track record in enterprise platform sales, exceptional strategic thinking abilities, and a deep understanding of the top tier organizations in the region. This role is focused on strategic Financial Services accounts across the Nordics market. What You’ll Do - 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 deliver strategic account planning with purposeful action to secure sales success - 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 What You'll Need Minimum Qualifications - 6+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts - Undergraduate Degree or equivalent combination of knowledge and related career experience Preferred Qualifications - Understanding of the Software as a Service (SaaS) business model - Ability to demonstrate complex software applications - Demonstrated experience navigating and delivering sales success across large, enterprise organizations - Strong business acumen and an ability to understand complex business challenges - Executive presence and an 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 the sales cycle - Ability to manage multiple complex sales cycles simultaneously - Ability to negotiate pricing with a focus on retaining value - Consistent demonstration and capability for achieving (and exceeding) sales quota targets Travel Requirement & Working Conditions - Up to 30% travel for regular customer meetings and events - Reliable internet access required for any period of time working remotely and not in a Workiva office Workiva is an Equal 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, gender identity, race, religion, disability status, sexual orientation, 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. Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards. #LI-LP2

Job Description: Responsibilities: - Meet and exceed established unit and revenue selling quotes of core products equipment to targeted and prospective customer base each month, quarter, and year. - Perform regular face-to-face core product demonstrations for all key accounts driving purchasing decisions. - Maintain thorough understanding of competitive landscape with key account through inventory and use of competitive technologies. - Utilize consultative, value-based and solutions focused sales methodology to drive new revenue-generating opportunities across targeted territory accounts. - Generate and maintain territory report with core products accounts, unit volume, revenue, opportunity funnel, close probability, and activities by utilizing Dynamics (CRM). - Manage corporate accounts and complex sales with a team approach and pre-call planning, prospecting, and face-to-face visits. - Maintain focus on continuous improvement by applying 80/20, PLS, and USa principles/techniques and makes process improvement recommendations to management. Qualifications: Education: Bachelor's Degree Required, preferably in a Technical or Business field or 4 years’ sales experience. Experience/Skills: - 3-5 years’ sales experience. - Three years’ manufacturing B2B companies sales experience highly preferred. - Excellent teamwork, time management, organizational, follow up, and planning skills. - Excellent business planning skills with a high level of accuracy and attention to detail. - Excellent listening, sales/negotiation, and customer service skills - Excellent oral/written communication, presentation & interpersonal skills - Must possess technical aptitude & manufacturing process knowledge. - Must possess tolerance for stress & integrity. - Must be self-disciplined. - Proficient in the knowledge and use of MS Office and experience with CRM (e.g., MS-Dynamics, Salesforce) Other Requirements & Conditions: Physical/Visual Activities or Demands: Physical/visual activities or demands that are commonly associated with the performance of the functions of this job. While performing the duties of this job, the employee is frequently required to talk, hear, sit and type, occasionally twist/turn, reach above shoulder and outward, stand, walk, bend, grasp with hands on a regular, daily basis and lift, stretch, and squat throughout the day. Must be able to lift up to 50 lbs. Specific vision abilities required by this job include concentrated attention, close vision, far vision, depth perception, color vision, and the ability to bring object into sharp focus. Working Conditions: Working conditions commonly associated with the performance of the functions of this job. - Typical Office (20%) & Plant Conditions while visiting customers (80%) - Travel (>60%) - Significant Automobile driving (80%) Machines, Tools, Equipment and Work Aids that may be representative but not all inclusive of those commonly associated with this position: Computer, Microsoft Office Suite, calculator, telephone, scanners, printers. Electronic test equipment such as Oscilloscope and Multi-meter. License(s)/Certification(s) Required: None This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws. Must have a valid driver’s license. Intensive overnight travel in the field is to be expected. Certain job functions described herein may be subject to possible modification in accordance with applicable state and federal laws. "Commonly associated" is not intended to mean always or only. There are different experiences that suggest other ways or circumstances where reasonable changes or accommodations are appropriate. All activities, demands, conditions and requirements are linked to essential job functions. As an Equal Opportunity/Affirmative Action Employer, Diagraph Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability Compensation Information: The expected compensation range for this position is $81,840-122,760 annually. Actual compensation within this range will be determined based on a variety of factors, including but not limited to relevant experience, skills, education, certifications, geographic location, and internal equity. This position may also be eligible for additional compensation such as bonuses, incentives, or benefits, as applicable. ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

• Meet and exceed established unit and revenue selling quotes of core products equipment • Perform regular face-to-face core product demonstrations for all key accounts • Maintain thorough understanding of competitive landscape with key account • Utilize consultative, value-based and solutions focused sales methodology • Generate and maintain territory report with core products accounts • Manage corporate accounts and complex sales with a team approach and pre-call planning • Maintain focus on continuous improvement by applying principles/techniques and makes process improvement recommendations

Please note: the successful candidate will have 10+ years of successful sales experience within the complex manufacturing space. About the Role: As part of our ambitious growth plans, Eyelit Technologies (Eyelit) is expanding its presence across North America. We offer a rare opportunity to contribute to a fast-scaling business with a differentiated product offering, combining startup-style innovation with the resources, client base, and stability of an established market leader. The Senior Sales Account Executive will be responsible for winning new business and driving revenue by selling our manufacturing plant focused full stack solution suite including Planning, Scheduling, and Execution (SIOP, APS, and MES) solutions to complex manufacturing enterprises. You will play a critical role in our growth strategy, working closely with senior management and cross-functional teams to fuel expansion and build strong strategic partnerships. Our sales are Industry focused based on plant level positioning. For this role, a successful candidate will have deep plant and multi-plant APS/MES sales experience within the complex manufacturing marketplace with a history of successful sales in A&D preferred. Your Responsibilities: - Own the full sales cycle: prospect, qualify, position, negotiate, and close new enterprise accounts at the plant level within the complex manufacturing sector. - Drive revenue growth through new logo acquisition by positioning Eyelit’s full stack solution suite designed to drive plant and multi-plant benefits across multiple software categories including SIOP, APS, and MES. The nature of the suite enables customers to close the gap between planning and execution through a unified data model and AI enabled decision making and inference. - Detail a sales strategy for each opportunity which includes a plant level solution thesis, pain points, power map, value prop, process analysis, demo strategy, pricing, competitor analysis, differentiation positioning, and deal resource planning. - Demonstrate the ability to develop and execute a step-by-step sales playbook targeting decision makers and stakeholders at the plant and multi-plant levels laying out all activities and planned outcomes to achieve the win. - Develop and execute both ABM and install base expansion account plans, consistently building a strong pipeline of high-quality opportunities. - Provide accurate forecasting based on realistic opportunity progression and close timelines. - Influence product roadmaps by sharing field insights and customer feedback with Product Management and Executive Leadership. - Collaborate internally with Sales Engineering, Services Delivery, and Product teams to drive seamless client engagement and implementation. - Maintain up-to-date opportunity and customer records within CRM (HubSpot preferred). Experience and Education: - 10+ years of successful experience selling, plant and multi plant APS and MES to manufacturing plant leadership. - Strong experience selling into sectors such as A&D, medical devices, and industrial. - A proven hunter mindset with a consistent track record of closing new named accounts and exceeding $1MM+ ARR sales targets. - Skilled in consultative, value-based selling techniques and capable of building compelling business cases to multiple constituencies (e.g., Manufacturing Ops, Finance, IT, Demand Management, Plant Leadership). - Ability to penetrate and sell to plant-level decision-makers and influence complex buying groups. - Previous experience working in a North American-based or global software company is a strong asset. - Excellent communication, negotiation, and relationship-building skills. - Fluency in English; additional languages a plus. - Willingness and ability to travel up to 50%. What We Value: - Professional selling to multiple stakeholders across diverse organizational functions. - Strategic thinking combined with a proactive, autonomous work style. - Passionate about delivering excellence and achieving customer success. - Highly organized, data-driven, and detail-oriented mindset. - Thrives in fast-paced, innovative environments with a growth mentality. Why Join Us: - Be a foundational team member in a high-growth, high-visibility expansion initiative. - Competitive base salary plus uncapped commission structure. - Generous PTO and flexible work arrangements. - Professional development programs and career growth pathways. - Strong culture of collaboration, recognition, and support. - Opportunity to directly impact the digital transformation of leading global manufacturers. - Commitment to diversity, equity, inclusion, and sustainability initiatives. About Eyelit Technologies: Eyelit Technologies is a leading provider of integrated software solutions that optimize manufacturing plant and multi-plant productivity across complex industries such as semiconductor, automotive, medical device, electronics, and A&D. Its AI-powered suite of planning and execution solutions enables businesses to improve production processes, enhance asset utilization, streamline scheduling, and close the gap between planning and execution. Eyelit Technologies empowers organizations to drive sustainable growth, reduce costs, improve delivery performance, and gain greater visibility and proactive management of key business processes. Eyelit Technologies is committed to providing equal treatment and opportunity in all aspects of recruitment, selection, and employment, regardless of gender, race, religion, national origin, ethnicity, disability, sexual orientation, or any other legally protected category. Eyelit Technologies is an equal-opportunity employer dedicated to creating a welcoming community and an environment free of discrimination, harassment, and retaliation. We at Eyelit Technologies believe that great people make great organizations. We value our employees and provide a wide range of benefits. Eyelit Technologies is committed to making the job application process accessible to everyone. If you are living with a disability (visible or not visible) and need to request reasonable accommodation for any part of the application or hiring process, please let us know how we can help by reaching out to careers@eyelit.com