Sales Manager - Governance, Risk & Compliance

About the role

The Sales Manager - Governance, Risk & Compliance (GRC) delivers sales results on predetermined growth revenue targets through leadership and management of a team of GRC Solution Sales Executives. Utilizing their influence, the Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers.

As the forefront leader who interacts with customers, the Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.

What You'll Do

• Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
• Mentor and encourage a growth mindset amongst the team
• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
• Assess and set account territory priorities for the team
• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
• Use data to monitor performance and identify trends or areas for improvement
• Develop sales strategies and tactics that align with company goals and customer needs
• Observe, assess and monitor seller outreach, deal pipeline and deal quality
• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
• Build relationships with external customers, prospects and partners, to support the go-to-market strategy
• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

Minimum Qualifications

• 5+ years experience in a related role - enterprise technology or similar complex solution sales
• 2+ years of progressive sales management experience - preferably in software or technology organizations
• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model
• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling Governance, Risk & Compliance (GRC) software solutions
• Ability to provide deal support and guidance to GRC Solution Sales Executives
• Ability to manage and coach a diverse team of sales professionals
• Exceptional communication skills and business acumen
• Executive presence with the ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
• Ability to lead your team to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value

Travel Requirements and Working Conditions

• Up to 30% travel for regular customer meetings and events
• Reliable internet access required for any period of time working remotely and not in a Workiva office

How You'll Be Rewarded

• On Target Earnings (OTE) range in the US: 212,000.00 - 345,000.00 USD Annual
• 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.