• Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions • Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution • Lead the sales process naturally - guiding it to closure 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

• Conduct high-volume outbound calls targeting prospective businesses that regularly ship internationally. • Connect with key decision-makers to assess their international shipping volumes, current carrier arrangements, and overall compatibility with our platform. • Check prospective accounts against the internal database prior to outreach to ensure territory availability and compliance. • Provide qualified prospects with system access credentials and clearly communicate the value proposition and the next steps for onboarding. • Execute structured follow-up calls to nurture prospect interest, address initial questions, and actively convert leads into active, shipping customers. • Maintain meticulous records of all outreach activities, pipeline updates, and client interactions within the designated CRM systems. • Partner closely with company Directors to ensure a seamless handoff of accounts once they become active shippers.

• Improve customer satisfaction while ensuring the accuracy of sales projections • Collaborate closely with our channel partners to generate revenue and effectively promote our innovative solutions • Develop and lead a sales pipeline to move a large number of strategic transactions through the sales process • Prospecting: Penetrating accounts, reaching decision-makers, and closing business • Define and complete sales plans for the assigned territory to meet and exceed quota • Build a case and establishing value by developing and presenting proposals to customers • Drive account strategies and coordinating team selling efforts with partners

• Identify, engage, and secure new business opportunities within target markets and customer segments. • Build and manage a robust sales funnel through proactive prospecting, networking, and strategic outreach. • Lead complex sales cycles from initial engagement through contract close, including pricing and commercial negotiations. • Achieve or exceed assigned growth targets and contribute directly to overall revenue performance. • Drive penetration into large, multi-national organizations with tailored solutions and value propositions. • Lead sales efforts for designated products or solutions within the portfolio, as assigned. • Work with internal teams to support go-to-market efforts and successful execution of product sales initiatives. • Maintain a limited portfolio of existing customer accounts to ensure satisfaction and retention. • Identify opportunities to expand relationships through cross-sell and upsell activities. • Maintain regular contact with key customers while keeping focus on new business growth. • Work closely with Marketing, Product, Finance, and Operations to support sales activity and customer needs. • Maintain accurate pipeline management, forecasting, and CRM discipline (Salesforce). • Represent the company at customer meetings, industry events, and trade shows as needed.