Sales Enablement Principal - Governance, Risk, and Compliance

About the role

The Sales Enablement Principal is a strategic member of the Global Enablement organization and the recognized internal authority on Workiva's GRC suite of solutions. In this role, you will hold deep domain expertise paired with a command of how Workiva's solutions in that domain meet customer needs.

You will be the lead in creating enablement solutions to ensure sellers have credible conversations with all customer personas in your domain. Additionally, you will serve as an active participant in product launch teams and own the field-readiness commitment for launches. Your authority comes from expertise and from the quality of what you produce, recognized by the sellers and solution consultants who rely on you.

What You'll Do

• Serve as a recognized expert on the assigned domain- its regulatory and market dynamics, buyer personas, economic drivers and competitive landscape for the purpose of representing the customer perspective
• Maintain command of Workiva's solutions within the domain: what they do, where they are strong, where they are not, and how they connect to the broader platform and portfolio
• Translate what customers in the domain need into what Workiva solutions deliver, in language a business buyer and a technical buyer each recognize
• Anticipate product roadmap, regulatory, competitive, and buyer-priority change, and position the field proactively
• Independently determine what enablement AEs and SCs require in the domain, including win/loss analysis, conversation intelligence, pipeline and deal-stage data, and direct input from sellers and Sales Leadership
• Define domain readiness means for each Selling role
• Lead the solutioning of the enablement response: scope, learning approach, sequencing, depth, assessment standard, and delivery channel, exercising independent judgment on built and deprecation
• Direct that response into execution - into the Sales Academy's curriculum roadmap, into AI Leads' scenario, rubric, and knowledge architecture work, or into direct delivery - and stay accountable for the outcome regardless of which channel carries it
• Facilitate and deliver domain enablement directly where deep domain work is essential
• Serve as a member of relevant product launch teams, shaping capability decisions, sales plays, sales motions, value messaging, and solution positioning from the standpoint of field viability
• Own the field-readiness commitment for pre-launch
• Partner with Product Marketing and Product Management as a peer contributor of field-grounded point of view, developing a feedback loop for positioning, competitive positioning and solution capabilities
• Hold final authority on domain content accuracy wherever domain content appears
• Review AI-generated domain content and role-play output for factual accuracy and reasoning quality
• Ensure a single consistent domain standard across all channels
• Represent the domain with senior managers, directors, and senior directors across Sales, Solution Consulting, Product Management, and Product Marketing, building alignment and negotiating priority without direct authority
• Coordinate deliberately with Skills Leads and Vertical Domain Leads so that behavioral coaching, industry context, and solution knowledge are consistent
• Escalate domain risk - outdated competitive positioning, regulatory change, product gaps affecting seller credibility - with a recommended response, not only a flag

Minimum Qualifications

• Requires a minimum of 10 years of experience selling, consulting, or enabling sales in the GRC domain with a Bachelor's degree; or 8 years and a Master's degree; or a PhD with 6 years of experience
• Recognized subject matter expertise in Governance, Risk, and Compliance, gained through direct customer-facing, product, or consulting experience, including fluency with the domain's buyers and regulatory or market drivers
• Demonstrated command of how enterprise software solutions map to customer need in the domain - sufficient to hold a credible conversation with both a business buyer and a technical evaluator
• Strong analytical fluency - able to read conversation intelligence, pipeline, and win/loss data, draw defensible conclusions, and convert those conclusions into a prioritized enablement response
• Ability to facilitate and deliver technical or domain-deep content credibly to seller and solution consultant audiences

Preferred Qualifications

• Experience influencing product, marketing, or go-to-market decisions as a contributor rather than an executor, including participation in launch or product readiness teams
• Working knowledge of Workiva's core sales frameworks (MEDDPICC, Command of the Message, Demo2Win)
• Experience designing or leading the design of enablement, learning, or readiness solutions; familiarity with adult learning principles sufficient to make sound decisions on approach, depth, and modality
• Credibility and presence with Senior Leadership with ability to influence.
• Comfort operating in ambiguity
• Working familiarity with how AI role-play, coaching, and conversation-intelligence platforms (e.g., Gong Enable, Highspot Nexus) consume and apply domain content
• Judgment to recognize where AI-generated domain reasoning is materially wrong or subtly misleading, and to specify the correction required
• Fluency with general-purpose AI assistants for research, drafting, and analysis, applied with appropriate human-in-the-loop discipline around accuracy and source validation
• Experience operating the Sales Enablement Tech Stack including Highspot, Salesforce and Gong
• Experience operating Claude Enterprise

Travel Requirements & Working Conditions

• Ability to travel up to 20% of the time
• Reliable internet access for any period of time working remotely, not in a Workiva office

How You'll Be Rewarded

Salary range in the US

• $154,000.00 - $265,000.00
• A discretionary bonus typically paid annually
• 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.