The Territory Development Representative (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. This position 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 TDR drives pipeline growth for both existing customers and new prospects.
This role will focus on driving engagement and developing early-stage opportunities across Italy.
What You’ll Do
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Partner closely with Account Executives to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
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Provide baseline research and intelligence within target accounts to identify key contacts and critical account information
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Prospect into target accounts via cold-calling, outbound prospecting, networking, email, e-marketing, campaigns, and social outreach
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Qualify leads and contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
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Learn and demonstrate a fundamental understanding of Workiva’s Platform and clearly articulate its capabilities and advantages to decision makers
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Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, Customer Relationship Management (CRM) maintenance, correspondence, and communications)
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Drive attendance to various events (webinar, conferences, etc.), and provide post-event follow up
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Develop and maintain a current understanding of Workiva’s latest product offerings, and competitive product/market knowledge
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Meet or exceeds quarterly monthly or quarterly goals and metrics
What You'll Need
Minimum Qualifications
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3+ years of related Software as a Service (SaaS) experience in sales, business development, lead generation or similar
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Associate’s degree or equivalent combination of knowledge and related career experience
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Fluent in Italian and English language
Preferred Qualifications
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Excellent verbal, written, and interpersonal communication skills with a professional demeanor
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Self-motivated with strong propensity for action, results and continuous improvement
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Ability to work successfully in a high growth organization - balancing competing priorities and initiatives
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Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously
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Ability to maintain a high level of activity, and effectively manage competing priorities
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Capable of learning, developing, and integrating skills in an online training environment
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Experience with CRM tools - ideally Salesforce
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Proven success in meeting sales goals and metrics
Travel Requirements & Working Conditions
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Ability to travel up to 10% travel for customer meetings and internal events
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Reliable internet access for any period of time working remotely and not in a Workiva office
Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, 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.
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