• 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)

• Develop sales strategies to draw in potential buyers or solicit new potential customers. • Initiate contact with prospects through creative cold-calling/emailing/LinkedIn messaging or responding to inquiries generated from marketing. • Create relationships with prospects to identify their potential needs and qualify their interests and viability to drive sales. • Present product information to customers once you have identified their needs. • Move solid leads through the marketing funnel, connecting them to a salesperson and arranging in-person meetings. • Follow up with potential customers who expressed interest but did not purchase. • Utilize Outreach to perform regular follow-up calls or emails and facilitate communication with prospects to identify potential needs. • Collaborate with sales executives to create and execute campaigns to reach individuals within specific target accounts. • Report sales results to the Director of Business Development regularly. • Use lead generation tool stack, including Salesforce, Outreach.io, LinkedIn Sales Navigator.

• Strategic Active Prospecting: Conduct outbound prospecting (focused on B2B/SaaS companies) • Multichannel Approach: Execute structured, personalized cadences using phone, email, LinkedIn, events, and ABM strategies. • Building a Qualified Pipeline: Create, validate, and nurture lists of strategic leads, focusing on delivering value from the first contact. • Discovery: Conduct in-depth initial diagnostics to understand the lead's pain points. • Data Hygiene and Management: Operate CRMs and prospecting tools with strict discipline. • Continuous Improvement: Create, test, and refine scripts, templates, and cadence flows with a focus on conversion.

• Achieve annual sales targets and drive territory growth across assigned US and potentially global accounts, by developing and executing strategic account plans. • Manage the full sales lifecycle, including opportunity management, pipeline development, and accurate forecasting in SFDC. • Identify , prioritize, and pursue new business opportunities using available tools and market insights. • Establish, nurture, and grow strong client relationships at multiple levels. • Lead client interactions such as bid defenses, capability presentations, governance meetings, relationship reviews, and site visits. • Collaborate cross-functionally with Commercial Development, Proposals, Marketing, Project Management, Operations, and other business units.