Strategic Account Executive - Managed Service Providers - Public Sector

The Strategic Account Executive for Public Sector MSPs plays a pivotal role in driving new business acquisition within state and local government entities. This position is focused on executing a go-to-market strategy through one or more of Workiva’s key Managed Service Provider (MSP) partners.

This role is laser-focused on generating net-new revenue by working with our partners’ public sector teams. A key responsibility is to build and execute strategic prospecting plans to uncover new opportunities, drive qualified leads, accelerate sales cycles, and close new business with state and local government customers. Employing a solution-oriented and consultative approach, you will be the primary driver of co-sell pipeline and revenue growth within your assigned partners and territory.

What You’ll Do

• Manage and grow a defined set of strategic Managed Service Provider Partners by selling through and with them into the Public Sector

• Develop and execute joint territory and prospecting plans to uncover new opportunities and build a robust sales pipeline with state and local government entities

• Drive new leads and accelerate co-sell sales cycles to close net-new revenue, meeting and exceeding sales targets

• Build and grow cross-functional relationships within your assigned MSP partners to expand influence and ensure alignment from sellers to leadership

• Develop and drive joint strategic business plans with your designated Partners, ensuring there are clear and measurable goals

• Network internally to build mind-share with appropriate sales teams and stakeholders to support your partners’ success

• Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales

• Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

What You’ll Need

Minimum Qualifications

• 6+ years of experience in a related partner or channel sales role in enterprise technology or a similar complex solution sales environment

• Undergraduate degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• Experience selling to, through, and with Managed Service Providers (MSPs).

• Experience selling to or working with Public Sector entities, specifically State and Local government.

• A strong understanding of the Software as a Service (SaaS) business model.

• Proven track record of building successful prospecting plans and consistently executing them to generate pipeline.

• Executive presence; ability to communicate effectively at all levels of an organization.

• Ability to manage multiple complex sales cycles simultaneously.

• Ability to negotiate pricing with a focus on retaining value.

• A history of achieving and exceeding sales quota targets.

Travel Requirement & Working Conditions

• Up to 30% travel for regular partner and 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

✅ 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.

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 [email protected].

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.