Commercial Strategy Manager - Public Sector & Regulated Markets

About the role

We are seeking a Commercial Strategy Manager to lead strategic initiatives across highly complex, regulated environments, with a primary focus on the U.S. public sector and adjacent regulated industries. This role will drive commercial rigor across long, multi-stakeholder sales cycles, enabling scalable growth while navigating procurement, compliance, and operational constraints. The ideal candidate brings deep experience in U.S. public sector contracting and go-to-market strategy, with the ability to operate effectively in ambiguity and influence outcomes across cross-functional teams. Exposure to global public sector markets is a strong plus.

Responsibilities

• Develop and execute go-to-market strategies tailored to highly regulated and multi-layered buying environments
• Navigate ambiguity and competing priorities to drive clarity, alignment, and execution across deals and initiatives
• Serve as a subject matter expert on U.S. public sector procurement (Federal, State & Local, Education)
• Guide teams through contracting vehicles (e.g., GSA, IDIQs, BPAs) and complex RFP/RFQ processes
• Support international public sector opportunities and help scale best practices globally
• Partner with distributors such as Carahsoft and other public sector resellers to streamline deal execution
• Advise on pricing, packaging, and contract structures for complex deals
• Act as a liaison across Sales, Legal, Finance, Product, and Operations
• Build scalable processes for sales request intake, prioritization, and execution
• Use data and insights to improve performance and inform strategy.

Requirements

• Bachelor's degree in a related field
• 6+ years of experience in commercial strategy, sales operations, or public sector contracting or procurement
• MBA or equivalent experience. (Law degree)
• Deep expertise in U.S. public sector procurement and contracting.
• Proven ability to operate in complex, regulated, and ambiguous environments
• Experience working with distributor partners (e.g., Carahsoft, CDW-G, SHI)
• Strong cross-functional leadership and stakeholder management skills
• Analytical mindset with strong problem-solving capabilities
• Excellent written and verbal communication skills
• Experience supporting global public sector markets.
• Background in SaaS, technology, or other regulated industries.
• Familiarity with compliance and regulatory frameworks.
• Travel Requirements and Working Conditions
• 15% Travel for internal meetings
• Reliable internet access for any period of time working remotely and not in a Workiva office
• How You'll Be Rewarded
• ✅ Salary range in the US: $106,000.00 - $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.
• Why Join Workiva
• 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 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.
• #LI-MJ1

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