Account Executive, Enterprise

WalkMe Ltd.; San Francisco (CA); Hybride; USD 250 000 - 300 000; Plein temps

Avantages offerts par ce poste

Hybrid Work Arrangement

Wellness programs

Health coverage options

Annual leave policy

RefreshMe Days

Retirement contributions

Résumé du poste

WalkMe Ltd. in San Francisco is seeking an Enterprise Account Executive to drive growth across strategic accounts and new logos. You will manage the full sales cycle, from discovery to close, leveraging WalkMe's Digital Adoption Platform to position ROI.

You will collaborate with Solution Advisors and Customer Success, own forecast, build multi-quarter plans, and lead negotiations with executives. The role demands autonomy, deep industry insight, and a track record of exceeding multi-million

Qualifications

• 7+ years of sales experience, including 5+ years in strategic SaaS for Enterprise accounts.
• Proven ability to plan, qualify opportunities, and engage executives.
• Strong curiosity for customer needs and value-based solutions.

Responsabilités

• Drive the entire sales process for our most strategic Enterprise accounts, independently developing stakeholder engagement plans and pursuit strategies.
• Exercise independent judgment regarding account prioritization, deal positioning, risk assessment, pricing strategies, and contract negotiations.
• Present WalkMe solutions by tailoring demonstrations and ROI analyses to customer objectives.
• Manage complex sales activity and forecasting in Salesforce, assessing pipeline health and revenue timing.
• Coordinate with internal teams and senior management to resolve contractual issues through long, strategic cycles.
• Gain product proficiency quickly, build a 2x quota pipeline within 6 months, and exceed the annual quota.

Connaissances

Strategic SaaS selling

Executive stakeholder engagement

Account planning

Independent & collaborative

Vertical industry knowledge

Description du poste

Industry leader? Well, how about an industry creator?!

WalkMe, an SAP company, pioneered the world's leading Digital Adoption Platform, helping organizations navigate change across any application or system. Today it is the platform that drives AI adoption across the enterprise. Enterprise work stays fragmented across applications, and that fragmentation compounds as AI advances. Traditional training and vendor-provided help leave organizations managing change one application at a time. WalkMe guides people through change, brings AI into the flow of work, automates tasks and shows executives how workflows perform. Global leaders including IBM, Nestlé, Thermo Fisher Scientific, and the U.S. federal government trust WalkMe. WalkMe turns AI potential into AI performance.

So, if you're an expert in your field, and looking for an opportunity to work, collaborate, and innovate with some of the most talented people out there, WalkMe is the place for you!

As an Enterprise Account Executive at WalkMe, you will report to a Regional Director of Sales and serve as a strategic driver of our growth, seeking new logos while expanding revenue in customer accounts with greater than 8,000 employees. You will exercise discretion and independent judgment on matters of business significance to manage complex, high-value software sales opportunities. Carrying a $1M+ quota at full ramp, you will leverage best-of-breed applications (Salesforce, Gong, LinkedIn) to own the sales process from introduction to close. In this strategic role, you will act as a trusted advisor to customer executives and internal stakeholders, tailoring value-based solutions and guiding negotiation strategies.

What You'll Own

• Strategic Sales Leadership: Drive the entire sales process for our most strategic Enterprise accounts, independently developing stakeholder engagement plans, business cases, and pursuit strategies.

• Business Impact & Judgment: Exercise independent judgment regarding account prioritization, deal positioning, risk assessment, pricing strategies, and contract negotiations within approved company parameters.

• Consultative Value-Selling: Present WalkMe solutions by tailoring product demonstrations and ROI analyses to customer objectives, working closely with Solution Advisors and Customer Success teams.

• Pipeline & Forecasting: Manage complex sales activity and monthly/quarterly forecasting in Salesforce, using independent judgment to assess pipeline health, deal probability, and revenue timing.

• Cross-Functional Collaboration: Coordinate with internal teams, senior management, and corporate counsel to resolve significant commercial or contractual issues and successfully navigate long, strategic sales cycles.

• Rapid Ramp-Up: Gain product proficiency in your first 30 days, begin managing cycles within 60 days, close initial cycles within your first quarter, build a 2x quota pipeline within 6 months, and exceed your annual sales quota in your first 12 months.

What You Need to Succeed

• Experience: 7+ years of sales experience, including 5 years of strategic SaaS Solution Selling to Enterprise accounts.

• Strategic Mindset: Proven ability to exercise sound business judgment in account planning, opportunity qualification, and navigating complex executive-level decision-making.

• Consultative Approach: A deep curiosity for uncovering customer needs, a passion for solving challenges with new technology, and demonstrated success crafting compelling business and technical justifications.

• Autonomy & Collaboration: Ability to operate independently and exercise discretion while thriving in a collaborative, fast-paced environment.

• Domain Expertise: Deep industry experience (e.g., Banking/FSIs/Healthcare) or a strong combination of vertical and industry knowledge.

• Bonus: If you have used WalkMe before, 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.
• Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work.
• 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.
• Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe's annual Wellness Month every July - because your well-being matters all year long.
• WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well-being and diverse needs of our global workforce.
• WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge.
• WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance.
• Robust Retirement Contributions: Ask HR about the specific offerings for your region!
• SAP's acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting-edge technology that drives efficiency and innovation in the workplace.

Our job titles may span more than one career level. The OTE for this role is between $250,000 and $300,000 including salary and variables. The actual base pay is dependent upon many factors, such as: location, 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 and benefits as part of our competitive total rewards package.

At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has