Commercial Strategy Manager

The Commercial Strategy Manager is an individual contributor role responsible for directly engaging with enterprise-level customers on strategic, complex nonstandard opportunities that will drive growth while ensuring alignment with Workiva business objectives. This position partners with internal cross-functional teams to strategize and lead deal engagement by creating an actionable strategy, contract negotiation, and deal structure.

What You'll Do

• Act as the primary point of contact for assigned sellers, addressing their needs and concerns promptly to help close customer deals

• Lead contract and deal negotiations, redline activities, objection handling, etc. and ensure alignment with the desired business objectives to create a competitive, value-based commercial deal structure that maximizes the value of the opportunity

• Guide Sales and the customer to utilize standard deal structures when possible

• Partner with the customer, Sales, and Value Management team to help set objectives, analyze priorities, and ensure customer executive alignment on the strategy for the opportunity

• Navigate revenue recognition and legal concerns when crafting nonstandard deals

• Collaborate with Sales, Deal Desk, Accounting and Legal teams when needed to craft desired outcomes for our customers and our business

• Inspire and influence buy-in by briefing senior management and managing internal and customer stakeholder expectations

• Build and maintain strong, long-lasting customer relationships with major enterprise accounts sales teams

What You'll Need

Minimum Qualifications

• 5+ years in customer-facing deal strategy, pricing strategy, and/or value-oriented negotiation roles

• 5+ years in reviewing redlines, drafting non-standard commercial terms, and redlining customer paper as related to Master Agreements and Sales Orders

• 5+ years experience in architecting deals within a value-based sales process and build a commercial model to support the business case

• Working knowledge of ASC 606 Revenue Recognition rules strongly preferred

• Bachelor’s degree; an advanced degree may be considered in lieu of professional experience

Preferred Qualifications

• Experience in a commercial sales strategy role preferably in a high-growth technology company

• Excellent verbal, written, and interpersonal communication skills

• Ability to build internal and external relationships, influence change, and ensure alignment at all levels

• Strong critical thinking and problem-solving abilities

• Proficiency in CRM tools, preferably Salesforce

• Proven track record of working collaboratively in meeting or exceeding sales targets and driving customer satisfaction

• Experience in contract negotiations and managing complex sales cycles

Travel Requirements & Working Conditions

• Up to 10% for internal or customer-facing meetings, training, and other requirements

• 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: $101,000.00 - $172,000.00

✅ 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.

Workiva is an Equal Employment Opportunity and Affirmative Action 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, 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.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.  

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.

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