Role Description North America Sales Representative - Location: Remote (U.S.) - Work setting: Remote; travel as needed when stated by the role. - Compensation: $90,000-$120,000 annually Qualifications - 5+ years B2B sales in at least one of: plastic raw materials (resin), injection molding machines or molds, or industrial automation equipment. - Existing network of decision-makers such as procurement, plant managers, engineering leaders, and owners in target industries. - Proven quota attainment and ability to manage a multi-state/territory sales cycle. - Comfortable with travel and self-directed remote work. Requirements - Relevant industry sales experience in plastics, injection molding, or industrial automation. - Demonstrated relationship-building and negotiation skills. - Ability to travel as needed. Benefits - Healthcare - PTO - Vacation Target Industries - Smart appliances - Packaging/FMCG, especially multi-cavity molds - Automotive - Traditional home appliances - Plastics / injection molding / industrial automation ecosystems

• 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

Role Description Our Enterprise Sales Development Representatives partner with our Enterprise Account Executives to build and sales pipeline for our most complex customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations & Marketing. You will report to an Enterprise Development Sales Manager. - Accountable for meeting setting, outbound prospecting, conversion, quota, feedback, and customer obsession for our largest customers. - Collaborate with our enterprise level sales, marketing, partner and operations teams. - You are customer focused, organized and successful at navigating objections through value-driven messaging. - Great at prospecting using value-driven messaging personalized to delight our customers using email, social, video and calling. - Build the pipeline in partnership with Enterprise Account Executives and Enterprise Marketing teams. - Develop in-depth understanding of customer's organization, business goals and challenges to better understand their needs; enhances service by seeking ways to add value to customer interactions/services. - You love using sales technology and work inside SFDC, Gong, Outreach and LinkedIn Navigator. Qualifications - Accountability: You are the highest performer in everything that you do. You crave accountability and thrive in a results-based culture. - Communication: Clear, intentional, and curious. People want to talk to you. You build trust naturally. - Continued Learning: You have clear goals, daily routines that help you achieve them. You ask for coaching. You are intentional about your future. You quickly action feedback. You coordinate with team members to execute new ideas or approaches to achieve process improvement goals. - Integrity forward interest in selling: You don’t know what it is like to not do your best. You excel in achievement. You enjoy being a top name on the leaderboard and want to help others get there with you. - Change: You contribute to change. You crave forward progression. You bounce back quickly. For you, challenges are opportunities. You always take ownership and choose action over inaction. - Experience: 2+ years of prospecting experience or are making a change from recruitment or sales - where you were a top sales professional now interested in software sales. Requirements - This role may also be eligible for benefits, bonuses, commissions, and equity. - In The United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: - Zone A: $81,000 - $105,750 - Zone B: $72,900 - $95,175 - Zone C: $66,600 - $86,950 Benefits - Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. - Our offerings include health and wellbeing resources, paid volunteer days, and so much more.

• Report to the Manager, Sales Development. • Help the organization meet pipeline coverage, revenue, and key account penetration goals by out-selling competitors. • Work closely with Sales, Solutions, and Marketing teams. • Effectively qualify inbound leads, build relationships, and communicate effectively across functions. • Hunt for outbound leads to fuel the new business pipeline. • Make outbound calls to connect with decision-makers and the buying committee at target accounts. • Conduct discovery to explore prospects' operations and pain points. • Research prospects and follow proven sales cadence in SalesLoft.