The Senior Territory Development Representative (Sr. TDR) is a hunter at heart, often serving as Workiva’s initial point of contact with prospective customers. This role requires the ability to quickly establish rapport with decision makers and efficiently spark curiosity that generates interest in our Workiva Platform. The Sr. TDR plays a pivotal role in the ongoing success of Workiva, a rapidly growing SaaS company known for its high-performance teams and collaborative culture. Working closely with Account Executives and Sales Managers, the Sr. TDR will drive pipeline growth for both existing customers and new prospects.

What You’ll Do

• 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 cold-calling, outbound prospecting, networking, email, e-marketing, campaigns, and social outreach
• Qualify leads and 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, Customer Relationship Management (CRM) maintenance, correspondence, and communications)
• Drive attendance to various events (webinar, 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
• Meet or exceed quarterly monthly or quarterly goals and metrics

What You’ll Need

Minimum Qualifications

• 5+ years of related experience in sales, business development, lead generation or similar
• Associate’s degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Prior sales and/or lead generation experience within a SaaS organisation
• Excellent verbal, written, and interpersonal communication skills with a professional demeanor
• Self-motivated with strong propensity for action, results and continuous improvement
• Ability to work successfully in a high growth organization - balancing competing priorities and initiatives
• Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously
• Ability to maintain a high level of activity, and effectively manage competing priorities
• Capable of learning, developing, and integrating skills in an online training environment
• Experience with CRM tools - ideally Salesforce
• Proven success in meeting sales goals and metrics

Travel Requirements & Working Conditions

• Ability to travel up to 10% travel for customer meetings and internal events
• Reliable internet access for any period of time working remotely and not in a Workiva office

• 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 cold-calling, outbound prospecting, networking, email, e-marketing, campaigns, and social outreach
• Qualify leads and 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, Customer Relationship Management (CRM) maintenance, correspondence, and communications)
• Drive attendance to various events (webinar, 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
• Meet or exceed quarterly monthly or quarterly goals and metric