Account Development Representative – Federal Government

Summary

The Federal Account Development Representative (ADR) is a strategically minded salesperson who possesses the ability to navigate network and penetrate Federal Government agencies (including Civilian DoD and National Security/Intelligence sectors) to generate Qualified Pipeline and Bookings. This individual consistently utilizes their ability to engage listen challenge and ask the right questions in a manner that creates a superior experience for government prospects and sets the stage for future Workiva product sales. This role partners closely with a team of Federal Account Executives to drive pipeline for both net-new agencies and existing government expansion.

Federal ADRs accomplish this objective through a variety of strategies tailored to the public sector such as strategic account mapping leveraging partner ecosystems and federal referral mining while constantly collaborating with Account Executives Solution Executives Marketing and Demand Generation teams. The Federal ADR is creative and innovative with messaging and Go-To-Market (GTM) strategy within complex government frameworks.

What Youll Do

• 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 Workivas 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)

What Youll Need

Minimum Qualifications

• Associates degree in a related field

• Minimum of 5 years of related experience in Sales Development with a focus on the Public Sector/Federal market.

Preferred Qualifications

• Proven experience in a SaaS Sales environment specifically selling FedRAMP-authorized solutions into Federal Civilian and/or DoD agencies.

• Familiarity with Federal procurement processes timelines and common contract vehicles (e.g. GSA Schedules SEWP CHESS).

• Salesforce CRM Gong ZoomInfo GovWin (or similar gov-intelligence tools) and LinkedIn Sales Navigator experience are strongly preferred.

• Excellent verbal written and interpersonal communication skills with a professional demeanor suitable for interacting with government officials and GS-level leaders.

• Self-motivated with a strong propensity for action results and navigating the complexities of government bureaucracies.

• Exceptional organizational skills with the ability to multitask and manage multiple processes programs and procedures simultaneously while working under pressure to meet strict federal deadlines.

• Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment.

Travel Requirements and Working Conditions

• 25% Travel for internal meetings

• Reliable internet access for any period of time working remotely and not in a Workiva office

How Youll Be Rewarded

Eligible for commission based on sales performance

Restricted Stock Units granted at time of hire

401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors including your skills qualifications experience and other relevant factors.

Why Join Workiva

Workiva is the platform designed to bring confidence control and a competitive edge to the worlds most complex organizations. Our AI-powered platform unifies finance risk and sustainability on a single secure foundationensuring data is trusted traceable and ready to act on. With an unbroken path from source to output leaders gain confidence in their numbers visibility into current and emerging risks and the ability to move with speed and precision in a constantly changing world.

At Workiva youll bring technology to market that executives boards and regulators depend on. The work you do here helps organizations navigate uncertainty maintain trust and make decisions that stand up to scrutiny. If youre energized by meaningful challenges inspired by collaborative teams and motivated to help organizations turn uncertainty into advantage wed love to meet you.

Employment decisions are made without regard to age race creed color religion sex national origin ancestry disability status veteran status sexual orientation gender identity or expression genetic information marital status citizenship status 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 .

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.