WalkMe™

Account Executive

WalkMe™

full-time

Posted on:

Location Type: Hybrid

Location: Melbourne • Australia

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Tech Stack

ERP

About the role

  • 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.

Requirements

  • 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
Benefits
  • 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!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
enterprise software salesSaaS salesvalue sellingMEDDPICCBANTsales forecastingaccount managementcontract negotiationpipeline managementquota achievement
Soft skills
sales huntercuriositycollaborationpresentation skillsbusiness acumencommitment to processengagement with executivesadaptabilitycommunicationstrategic thinking