Account Executive - Enterprise
WalkMe
Sales & Business Development
Austin, TX, USA
Posted on Jul 6, 2024
WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.
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.
About the Role
- Manage and responds to incoming lead requests
- Manage sales activity including monthly and quarterly forecasting of revenue in SalesForce.com
- Drive entire sales process from introduction to close over the phone
- Interface with the points of contact for the most strategic Enterprise accounts
- Maintain weekly sales forecast and achieve quota quarterly
- Identify and close new sales opportunities within targeted accounts as well existing customers
- Present WalkMe solutions using value-based sales approaches and techniques working closing with Pre Sales Engineers.
- Execution of sales activities with other teams, with senior management and corporate counsel, through contract negotiation and signed contracts
What You'll Own
- In 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, starting 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 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
- A deep domain experience (ex: Banking/FSIs/Healthcare) or a combination of vertical and industry experience
- You have a curiosity for uncovering your customer needs
- You are passionate for solving customer challenges with new technology
- If you have used WalkMe, let us know that too!
What Sets Us Apart
- At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.
- We seek to hire and develop the best talent, bringing a range of perspectives, experiences and background to the DAP category. This helps us better meet the diverse needs of our global communities and clients with creativity, insight, and market innovation. We welcome and encourage applicants from across different genders, gender identity and expression, sexual orientation, race, age, national origin, citizen status, religion, body size, socioeconomic status, ability, neuro(a)typicality, physical appearance, veteran status or any other characteristic.
- Flexible Work Arrangements: We offer remote/hybrid and flexible hours to help manage work commitments and personal life effectively.
- Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
- Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
- Comprehensive Health Care Coverage for our Employees and Families, 401(k) program with company matching (up to $5,000), and a vacation policy to encourage a healthy work-life balance.
- WalkMe is recognized as a Star Performer in DAP for the 2nd year in a row!
- WalkMe helps international companies such as: IBM, LinkedIn, Walgreens, Microsoft, Adobe, Hershey's, Quest Diagnostics and more!
Our job titles may span more than one career level. The starting base pay for this role is between $125,000-150,000. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, benefits, and RSUs as part of our competitive total rewards package.
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.
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