Account Executive, Enterprise

About WalkMe, an SAP Company

WalkMe pioneered the Digital Adoption Platform (DAP) to enable business leaders to fully harness technology in today's complex digital landscape. By leveraging WalkMe's features---guidance, engagement, insights, and automation---employees boost efficiency, executives gain greater visibility into digital usage, and organizations maximize their digital assets, driving successful digital transformation.

Together, SAP and WalkMe form a powerful partnership that revolutionizes the digital transformation journey. This collaboration allows businesses to unlock the full potential of SAP's robust ERP solutions while seamlessly enhancing user experience and productivity with WalkMe's intuitive digital adoption platform.

Your Role

As an Enterprise Account Executive at WalkMe, you will report to a Regional Director of Sales and seek new logos while expanding revenue in customer accounts. You will use Salesforce, Gong, LinkedIn and other best of breed applications to run your sales process from introduction to close for companies with greater than 4,000 employees. You will carry a $1m quota (at full ramp) and partner with our Sales Engineering, Customer Success and BDR teams. WalkMe Account Executives lead a consultative sales cycle, based on Value-Selling, across multiple stakeholders and departments within each client.

What You'll Own

• Manage and respond to incoming lead requests.
• Manage sales activity including monthly and quarterly forecasting of revenue in SalesForce.com.
• Drive the entire sales process from introduction to close over the phone.
• Interface with the points of contact for the most strategic Enterprise accounts.
• Maintain a weekly sales forecast and achieve quota quarterly.
• Identify and close new sales opportunities within targeted accounts as well as existing customers.
• Present WalkMe solutions using value-based sales approaches and techniques, working closely with Pre-Sales Engineers.
• Execute sales activities with other teams, senior management, and corporate counsel, through contract negotiation and signed contracts.
• In the first 30 days, complete onboarding training and gain a proficient working knowledge of WalkMe's product, value proposition, use cases, competitive differentiation, and sales process.
• Within the first 60 days, start managing cycles from inbound leads being assigned by round-robin call distribution, develop and begin execution.
• Within the first quarter, begin closing initial cycles.
• Within the first 6 months, build a potential opportunity pipeline that is 2x the annual quota.
• Exceed annual sales quota in the first 12 months.

What You Need to Succeed

• 7 years of sales experience with 5 years of SaaS Solution Selling to Enterprise accounts.
• You succeed in a growing culture.
• You operate independently within a collaborative environment.
• Deep domain experience (e.g., Banking/FSIs/Healthcare) or a combination of vertical and industry experience.
• You have a curiosity for uncovering your customer needs.
• You are passionate about solving customer challenges with new technology.
• If you have used WalkMe, let us know!

What Sets Us Apart

• Diversity, Equity, and Inclusion: We are dedicated to building a diverse workforce through inclusive programs and initiatives, including equal pay, employee resource groups, and holistic benefits. We foster an inclusive culture celebrating unique experiences and perspectives.
• Hybrid Work Arrangement: We offer a hybrid work schedule combining the benefits of remote work with essential onsite collaboration.
• Supportive Culture: We focus on the whole person, celebrating uniqueness and creating space for community.
• Professional Development: We encourage continuous learning and offer career development opportunities through our career compass offering.
• Wellness@WalkMe: Enjoy quarterly wellness reimbursements, daily BrightBreaks, and WalkMe's annual Wellness Month.
• Health Coverage: We provide health coverage options to ensure employees have access to essential medical benefits.
• Generous Annual Leave: We offer a generous annual leave policy tailored to meet regional standards.
• RefreshMe Days: We offer RefreshMe Days throughout the year to strengthen our commitment to work/life balance.
• Robust Retirement Contributions: Ask HR about specific offerings for your region.
• Cutting-Edge Technology: SAP's acquisition of WalkMe offers opportunities to work with technology that drives efficiency and innovation.

OTE: $250,000 - $300,000 (including salary and variables). Base pay depends on location, training, transferable skills, experience, business needs, and market demands. This role may also be eligible for bonus and benefits.

WalkMe approaches Diversity, Equity, and Inclusion (DEI) with the same collaboration, innovation, and accountability we bring to our business. We are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success.

WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre-employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.

TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.