Director, Enterprise Sales at walkme

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 the East WalkMe Director of Enterprise Sales, your team will be aligned to SAP’s East Market Unit, you will report directly to WalkMe’s VP of the East and provide strategic direction to a team of 5 Account Executives. You will lead sales growth plans within SAP’s #1 Market Unit, building deep executive relationships and ensuring customer success for WalkMe’s most significant regional accounts. An essential aspect of this role is the ability to mentor and scale a diverse team of AEs to navigate complex, multi-year contracts and align with SAP digital transformations. What You'll Own • Strategic Growth: Build a sales organization capable of expanding business within existing accounts and closing new opportunities with East-region headquartered Global Fortune 2000 customers. • Ecosystem Orchestration: Promote and deepen working relationships with direct and indirect sales channels (specifically aligning with SAP field leadership), Marketing, Sales Engineering, and Business Development teams. • Regional Roadmap: Create a vision for the East sales organization by developing a strategic roadmap to attain and exceed your KPIs. • Talent Development: Continue to grow your team in partnership with Recruiting, with a relentless focus on building a diverse bench of high-performing sales talent. • Mentorship: Provide focused coaching to increase individual skills, value-based selling techniques, MEDDPICC Sales Methodology and career progression for your AEs. • Operational Excellence: Report on metrics to measure the performance of all sales activities, ensuring high visibility into the health of your team. • Deal Strategy: Lead the development of sales proposals, configurations, and pricing strategies. What You Need to Succeed • Proven Leadership: 8+ years of progressive SaaS-specific sales experience, with 3+ years of successfully leading teams to overachievement while transitioning a team toward larger, more complex deal sizes. • Enterprise Pedigree: A documented track record of leading a team in developing and capturing numerous Global Fortune 2000 new logos on a consistent basis within the Eastern US. • Cross-Functional Collaboration: The ability to form deep partnerships with other functional leaders to ensure synergistic collaboration across the WalkMe and SAP organizations. • Business Acumen: The ability to lead by example, driving specific use-case and value-based customer discussions that connect DAP to overarching business outcomes. • Complex Negotiations: Expert-level skill in navigating and closing difficult, large-scale, multi-year contracts. • Strategic Planning: Experience developing sophisticated sales, business, and persona-based market plans for C-suite audiences. • Performance Management: A history of ensuring every member of your team produces net-new revenue and exceeds quota. • Forecasting Accuracy: Managing the sales process and forecasting within +/- 10% on a monthly and quarterly basis. 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 $360,000 and $380,000 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 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.