• Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals • Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment • Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos • Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts • Communicate and liaise with leaders and peers to win together in a matrix organization • Identify knowledge gaps on the team and provide training when and where appropriate • Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva • Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs • Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support • Develop and implement go-to-market strategies that align with market trends and customer needs • Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights • Establish and maintain strong working relationships with internal and external stakeholders and leadership • Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making • Identify and execute on areas of opportunity for process improvement within industry best practices • Leverage data and metrics to perform sales forecasting and pipeline management