Account Executive

Job description

WalkMe, an SAP company, 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.

As WalkMe continues to expand across ANZ, we are seeking an experienced Account Executive to manage all aspects of an account territory focusing on WalkMe customers and prospects. As an Account Executive, you will report to the Country Director, ANZ. Your main goal is to help our customers achieve their desired outcomes and realise value using WalkMe. Your performance will depend on your ability to delight customers, drive net new ACV bookings, manage customers in the Large Enterprise segment and work with cross functional teams to establish a vision and plan for success.

What You’ll Own

• You are a true sales hunter and understand the difference between demand fulfillment and demand creation for new category selling
• You leverage the Value selling methodologies in the way you discover, qualify and sell
• You will drive the end to end sales process, from establishing the customer relationship to business development and executing successful end to end sales pursuits, closing new logos while expanding our existing accounts.
• You are deeply curious and are constantly looking for new areas to expand business within WalkMe’s accounts aligned to our customer pain points and their business outcomes.
• You manage and respond to incoming inbound and outbound lead requests as required.
• You partner collaboratively with Customer Success Managers, BDRs, Marketing and our Alliance organisation to identify and close new logos and up-sell and cross-sell opportunities within your existing accounts.
• You will manage sales activity including daily, weekly, monthly and quarterly forecasting of pipeline and revenue in our corporate CRM and to management ensuring system hygiene and data excellence.
• You are passionate about consistently hitting and exceeding your quarterly and annual quotas and appreciate that activity is the cornerstone of results
• You are capable and comfortable of engaging with all levels of the target organizations, including senior executives.
• You will present WalkMe’s corporate narrative, value proposition and solutions using value-based sales approaches and techniques.
• You care deeply and work well in the execution of sales engagements leveraging internal cross-functional teams including senior management, finance, deal desk and corporate counsel from pricing to contract negotiation all the way through to signed contracts.

What You Need to Succeed

• At least 5+ years of experience in a quota carrying enterprise software sales
• Past experience in selling a SaaS in a new category (unbudgeted), using a strategic value selling sales approach.
• You have used MEDDPICC/BANT qualification methodologies
• Proven success in growing and working within the Australian market.
• Ability to manage a long and strategic sales cycle from deal qualification to negotiation and closing.
• Work widely across stakeholder groups within Australian businesses including but not limited to Risk, HR, Sales, Learning & Development, Change, ERP and IT
• Evidence of exceptional commitment to a process-driven sales approach, and accurately tracking and forecasting all customer engagement, account management and activity through the use of an enterprise CRM.
• A 5+ year track record of consistent earnings and over-achievement in software sales roles.
• Be able to work in a fast paced and data driven environment.
• Excellent presentation and business acumen skills.
• Experience using WalkMe or Digital Adoption market is a major plus!
• Ability to travel domestically as required
• Location - Melbourne

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.

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 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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.